Archive for the ‘Selling Skills’ 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 – 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 – Ask yourself why
Last week I ended with: Don’t be afraid to ask “Why?” I did not specify who to ask. The post inferred the question would be directed to the prospect. Today’s thought re-directs that question internally… Read More
Thoughtful Thursdays – Bridging the gap between needs and wants
Recently I was asked to provide feedback for a sales situation that was resulting in lengthening the sales cycle to a point where the seller was fearful that they might loose the opportunity. Analysis of the… 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