Archive for the ‘Sales’ Category
Thoughtful Thursdays – Getting back to basics
There is an abundance of excellent information about sales available online and traditional media. So much, in fact, it may be confusing. In my experience it there is not one approach that works for everyone. They… Read More
Thoughtful Thursdays – Consequences of poor follow up
Unbelievable, but true, at least it was unbelievable until it happened to me. I recently received information about a health benefits program that peaked my interest. I responded to the contact information provided and the waiting… Read More
Thoughtful Thursdays – Don’t be in such a hurry…
… and you will probably arrive faster and happier. Usually associated with, but certainly not limited to rookie sales people is the quick draw reaction to an objection. This is where hard work can go down… Read More
Thoughtful Thursdays – On value
The question on every prospects mind and one that is often not answered in full, leading to a lost opportunity or a lengthened sales cycle. What comes to mind is “value proposition”. This is the… Read More
Thoughtful Thursdays – A sales process to consider – Part 4 – Make Recommendations
The fourth step in the series A Sales Process to Consider is making your recommendations. There comes a point in the sales cycle when all questions have been posed and answered. Needs have been identified, confirmed and re-confirmed. It… Read More