Archive for the ‘Selling Skills’ Category
Thoughtful Thursdays – Selling to a satisfied customer
Today’s thought is about selling to a satisfied customer. In this case, a customer who is happy with their current supplier. You have been able to establish rapport and sales calls are typically positive. In spite of all… Read More
Thoughtful Thursdays – The tire kicker
We have all met them before. They are the prospects who appear to be genuinely interested in what you have to offer, yet after putting your best foot forward and spending a great deal of time… Read More
Thoughtful Thursdays – The emotional cost of change trumps all
Most of us have experienced the situation where an order that was “in the bag” was not received, and it drives us crazy. It can cause us to second guess our sales process and question our selling skills…. Read More
Thoughtful Thursdays – Seller: BEWARE!
As sales professionals we work diligently each day on our own personal brand. This is in addition to promoting the brand of the products and services we represent. We want to be associated with character… Read More
Thoughtful Thursdays – On communicating value
Sales training and experience constantly remind us of the importance of quantifying value to our customers and prospects. I reinforce this behaviour to my customers on a regular basis. Today’s thought is about what makes up that… Read More