Some of the best selling ideas are also sometimes some of the oldest. A great example of great selling ideas that still work is the “feel-felt-found” method of selling. The idea of “feel-felt-found” is to persuasively handle objections while still showing empathy and understanding for their buyer’s challenges.
PowerPoints have likely become an integral tool for your reps to explain your operations, how your processes work, and why your quality is so superior. The problem though is most of these presentations are really ineffective.
Please help your reps give better PowerPoint presentations MORE »
How many of your reps only approach their customers selling just one new product or solution at a time? Selling single-product solutions reduces your ability to communicate your support, service uniqueness, and value you offer your buyers.
Every employee of your company who interacts with a customer in any way, whether they realize it or not, is in sales. They’re in a sales position because they have a chance to impact your brand, impact your customer loyalty and impact your company’s reputation by what they do or say.
Do all of your employees understand and realize they’re in sales? MORE »
Had a chance to ride with a sales rep recently making calls on customers. As I watched them sell, I noticed they were only utilizing two selling attributes to gain an advantage and maintain their customer’s loyalty.
Are any of your sales reps actually selling on purpose? MORE »
Most salespeople believe they know their customers. They feel they know their buyer’s motivations and what they want from their suppliers. The problem for most though is these assumptions or biases by the salespeople (or their company) are not necessarily the reality of where their customer are or what they are wanting.
Do your reps really understand how your buyers measure success? MORE »
Join me as I talk about how you and your team can be sharing more about how you can improve your buyer’s business by helping improve their competitive advantage. It just might help you sell even more!
Join me as I share how you can best share a message of lowest total cost with your buyers…so you can sell even more!
Could your salespeople sell more, and even increase their competitive advantage by talking more about how they can help make their buyer’s life easier?
Can your team gain a competitive edge by talking about making your buyer’s life easier? MORE »
Join me as I share ideas on how you can work with your team to better understand the four core values of selling…and how to best utilize “lowing your risk” to describe why anyone would want to buy your products or services.
