CREATE Powerful Sales Conversations
JANUARY 18, 2017
Building upon selling or sales being the transference of feelings, the question then becomes how to ensure those feelings are transferred? In working on some sales training for a new client, I discovered this acronym to do just that – CREATE powerful sales conversations. CREATE Powerful Sales Conversations. R – Respect your buyer.
Making Memorable Sales Conversations
SEPTEMBER 16, 2015
If your desire is to increase sales, possibly now is the time rethink how your sales conversations can be memorable first and foremost. With all the emphasis on asking the right sales questions, possibly you have lost sight of making your sales interactions memorable. Caring makes for memorable sales conversations. Can you get it back to my asap?”
How Do You Perfect the Art of Sales Conversation?
FEBRUARY 20, 2017
What are the mechanics of delivering an effective sales pitch? The appropriate question is “How do you perfect the art of sales conversation?” These 9 actions are instrumental to the secret of having an effective sales conversation. Mutual respect and client-focused behavior trumps selling in the art of conversation. A pitch is one-sided.
Are Your Sales Conversations Creating Emotional Distrust?
AUGUST 17, 2015
Just by listening to the sales conversations of others and gauging your own emotional reaction, most salespeople can learn a lot. When engaging in any sales training, one of the words I caution salespeople not to use is “Why.” Now some may think marketing materials are outside of the sales conversation. ” Trust begins in our sales conversations.
Make Your SMB Sales Conversations Memorable
MAY 27, 2016
Funny thing about selling, simplicity works especially when you make your SMB sales conversations memorable. Your SMB sales leads do not want to hear all your “stuff”, hear you pitching your solutions (products or services). This past week I had a luncheon meeting with a potential sales lead or center of influence as I was not sure. Share on Facebook.
Let’s Have a Sales Dialogue instead of a Sales Conversation
SEPTEMBER 22, 2015
Would you want a sales dialogue or a sales conversation? A conversation can lead to a relationship, but its general purpose is not to build a relationship. Probably the main difference between a Sales Dialogue and a Sales Conversation is the primary focus. In sales people buy first on emotions justified by logic. Share on Facebook.
Sales Conversations, Socrates and Authenticity
AUGUST 24, 2015
Top sales performers truly understand the value of establishing authenticity within their sales conversations. They know that people, their intended ideal customers (qualified sales leads) buy from people they know and trust. Without that acceptance of their authenticity, the sale is dead in the water. They over answer the questions of the sales leads.
Have You Experienced These 3 “F” Words in Sales Conversations?
NOVEMBER 28, 2015
Yet in sales, I have come to realize there are three other “F” words that contribute to failed sales conversations. For some inexperienced salespeople, there is a moment when they feel they must “Flee” the sales conversation. The conversation is not going well and internally the salesperson is thinking, “I can’t wait to get out of here.”. Fight. Freeze.
Your Sales Management Guru
MARCH 26, 2014
EDGY Conversations. If you need a personal lift or want to motivate your sales teams, buy this book. IDEA: buy this book for your entire sales team and discuss one chapter a week during your next sales meetings, you will see a difference in your team both professionally and personally. Get EDGY Conversations by Dan Waldschmidt, from Hydra Publishing. 3f4qb8v9ge.
Conversations vs. Combat
Sell More and Work Less
MARCH 16, 2017
Does your sales team know the difference between conversation and combat? This is not a trait … Read More » Observations from the real World accomplishing goals client attraction Client Communication client loyalty client relationships Client Success closing sales Colleen Francis customer loyalty Customer Service Engage Selling Engage Selling Solutions Lead Up!
Taking the Sales Process into Your Daily Conversations
NOVEMBER 12, 2014
Have you ever considered taking your sales process into your daily business conversations? If you did take such action, do you believe you would have better results as you move through the sales process? Most businesses have a sales process. The majority of sales processes start with an introduction to attract attention. Stating purpose of call. Closing.
Toward Business Goals Only: Customer Conversations and Relationships
JANUARY 20, 2015
Much of this depends on the types of conversations you are having with your customers and can be a [.] The post Toward Business Goals Only: Customer Conversations and Relationships appeared first on Pipeliner CRM Blog. Sales Effectiveness What type of relationship do you want with your customers? How do you want them to perceive you?
Your Inspirational Barrier of Head Space Conversations
MARCH 15, 2015
We all have head those space conversations. What we fail to realize is these conversations may become our own inspirational barrier. Towards the end of the movie, Indiana Jones is having those head space conversations when he is confronted with three trials, the last being crossing a chasm that appears to have no bridge. Challenging those head space conversations is not easy.
Boor Review: EDGY Conversations by Dan Waldschmidt
Sales and Management Blog
JANUARY 27, 2014
Book Review: EDGY Conversations by Dan Waldschmidt. Dan Waldschmidt in of EDGY Conversations (2014: Hydra Publishing) argues that the last thing we need to help us get where we want to go is another book on success. Uncategorized Book Reviews dan waldschmidt edgy conversations sales book reviews sales books Are you satisfied with who you are? . And he’s right.
Sell More with Client Conversations
Score More Sales
JULY 11, 2016
It is always good to see great sales skills in action. While in the Concierge Level Lounge of a Marriott hotel recently, I saw a woman from the Marriott walking around and striking up conversations with guests. Sales Tips B2BShe was polite and friendly, getting everyone she approached to interact with her.
Infographic: Sales Processes that Boost Conversion
DECEMBER 5, 2012
A new Leads360 study shows a sales process that drives speed-to-call is critical, with leads contacted in under a minute yielding 391% improvement in conversion. What sales processes and contact strategies have made the most difference for your organization? The post Infographic: Sales Processes that Boost Conversion appeared first on Leads360 Blog.
Business conversations trump product presentations
Sales Training Connection
NOVEMBER 8, 2013
Sales conversations are more engaging than sales presentations – talking with is more effective than talking at. Why are conversations much more engaging than presentations? Information is revealed, but it’s couched in a conversational narrative that conveys a desire for mutual understanding and comprehension. 2013 Sales Momentum, LLC. But need it?
Move Sales Conversations Forward by Avoiding Weak Words in Sales
JULY 15, 2015
Top sales performers understand how to avoid weak words in sales during their sales conversations. Later I added these two words to that least especially when having meaningful sales conversations: Think. Other words that are considered weak words in sales range from “just” or using a negative word instead of a positive one. Would of.
The Science of Better Conversion
Software Business Blog
DECEMBER 15, 2016
Our job at Conversion Sciences is to design web tests for companies; tests that tell us exactly what we want to know about a web page or shopping cart and nothing more. Acquisition cost is the number of conversions you get divided by your marketing advertising spend. The math of conversation optimization is almost magical. The arc of conversion optimization. Tools lie.
Are You Having the Wrong Sales Conversation?
Sell More and Work Less
FEBRUARY 28, 2017
When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Sales Coaching Millennial Sales Talent motivating employees optimizing sales Pipeline Management sales quota selling The Sales Leader
Engage in Conversation, Not Combat | Sales Tips
Sell More and Work Less
NOVEMBER 11, 2016
Far too often sales reps get into combat with their customers over questions and objections and you can get into combat if you want to win the sale, you have to stay in conversations. … Read More » Sales Tips Uncategorized Client Communication client relationships Client Success closing closing sales Colleen Francis Engage Selling Engage Selling Solutions Lead Up!
How to Converse with Prospects Without Sounding “Salesy”
JULY 30, 2015
The post How to Converse with Prospects Without Sounding “Salesy” appeared first on Pipeliner CRM Blog. For CEOs For Sales Leaders For Sales Managers For Sales Pros For SMBs Sales Effectiveness Sales MethodologyThere is no shortage of advice one can get when trying to determine the basics when talking with potential new customers and clients. Asking the right questions and asking insightful questions will give you a better understanding about who you are connecting to and how you may be of service. The goal here is to […].
Selling Is Conversations and Commitments
The Sales Blog
MAY 22, 2014
Selling Is Conversations and Commitments is a post from: The Sales Blog | S. When you boil selling down to its fundamental elements it is two things: conversations and commitments. This is as true for a complex sale as it is when you sell your teenager children on cleaning their rooms (or they sell you on why they haven’t). What conversations do you need to have more of?
Marketing Conversations Come Before Sales Conversations
FEBRUARY 17, 2014
With the impact of new messaging channels such as the Internet through social media sites along with Mobile, messaging has evolved more into marketing conversations than the more traditional “advertising.” A survey released by Conversant suggested the following: Personalized one on one marketing (73%) is the future. Vendor consolidation. Share on Facebook.
Riding the Magical Mystery Tour of Sales Conversations
OCTOBER 8, 2015
Sometimes in our sales conversations we become unfortunately robotic or conditioned to what we expect to hear or want to hear. Of course in your mind, there should be some desired end result of any sales communication. This end result is dependent upon where you are in your sales process. Dying to take you away, take you today. their words were never heard.
Realtors – Time to Change the Sales Conversation
JULY 7, 2015
After having our home listed as For Sale By Owner (FSBO ), I realize realtors have not changed their sales conversation for many years. Now there are some real estate sales training programs that attempt start with changing the internal sales conversations and that is good. Embrace the 3 Sales Buying Rules. I have been in sales for over 30 years.
Maybe It's Your Sales Conversation Requiring a Change
JUNE 11, 2016
Many times I hear from SMB owners to sales persons their sales message or marketing message does not seem to be effective. Possibly the real problem is the sales conversation. Ineffective marketing or sales messages are in many instances a symptom and not the real problem. His sales or marketing message was results focused. He apologized immediately.
Changing the Sales Conversation [PowerViews LIVE Highlights]
MAY 21, 2015
On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Here are some key points and quotes from my conversation with Linda. They’ve already advanced far into the buying cycle by the time they engage with sales.
Moving Conversations Beyond Product and Price
Smart Selling Tools
DECEMBER 31, 2012
Moving Conversations Beyond Product and Price. Sales conversations inevitably follow a specific course, down one topical trail. To improve the chances of gaining a new customer, you try to steer the conversation in a more solution-targeted direction. Which conversation starters perform best?”. Sales Effectivenesswhat do I need to know that I don’t know?
When Your Marketing Conversation Sounds Like Do-Do
NOVEMBER 24, 2015
Yesterday I listened to a marketing conversation exchange between an experienced and successful business owner and budding entrepreneur who had something to sell. The marketing conversation went something like: Entrepreneur: Hey, I’ve been trying to reach your IT person. The SMB owner and I looked at each several times during this marketing conversation and smiled.
Need, a Word to Be Banished from Your Content Marketing and Sales Conversations
MARCH 17, 2017
Just this morning in my news feed, I read a content marketing and sales headline “These are the skills you need to have.” ” The following thoughts quickly surfaced in my mind: Really, I need to have these skills of (leadership, sales, management, etc.)? ” Emotional intelligence is critical to successful marketing and sales. You need to make straight As.
Surprisingly Need and Should Are Sales Conversations Losers
NOVEMBER 17, 2015
For those engaged in relationship selling, these are two words that doom most sales conversations from the get go. All sales conversations and especially those where the sale has yet to be earned (think closed) have their roots in emotional intelligence. In sales, telling ain’t selling! Credit www.gratisography.com. Do you remember how you felt emotionally?
Changing the Sales Conversation
Dave Stein's Blog
MARCH 4, 2014
So you can imagine that I was honored to lend an endorsement to her most recent one, Changing the Sales Conversation. Through her writings, Linda has made a significant contribution to the business to business sales and sales management professions. She, unlike numbers of experts who have been in the sales world for a while, has managed to stay relevant. How does your new book, Changing the Sales Conversation, relate to Consultative Selling? Linda Richardson: The new sales conversation is an extension of Consultative Selling.
How to Begin the ROI Conversation
No More Cold Calling
JUNE 6, 2013
If you can’t prove your product gets results, you won’t get the sale. Welcome to the new world of sales. They translate expected business results into ROI at the beginning of their sales cycles. . You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas. Now more than ever, your customers expect major bang for their buck.
The Conversation Sales Leaders Must Have with Salespeople
Understanding the Sales Force
JULY 15, 2015
On page 49 (of the Kindle Edition) there is a must read passage for Sales Leaders who want to properly lead a sales force. The passage sums up what sales coaching and accountability are all about. sales management Sales Coaching accountability sales pipeline pipeline review
Reinventing the sales conversation with the hospital c-suite
Sales Training Connection
JUNE 30, 2014
According to the C-Suite Project , all salespeople – regardless of industry – should consider three areas when interacting with the c-suite: content context, and conversation when focusing on the c-suite: Content. Conversation. We’ve said this before – the best sales calls are conversations. Want to learn more about MedTech sales strategies? Context.
International CRO Day – Enter the Conversion Contest!
Software Business Blog
APRIL 8, 2015
Yes, this is real, and we’re joining conversion rate optimizers around the world to celebrate. In honor of International CRO Day, Avangate is putting on a special Conversion Contest. To enter, just post a comment here on the blog with a conversion story of your own until May 31st. We want to hear about the issues that you’re facing in your own conversion optimization journey.
Sales Conversation Begins with Hearing the Voice of the Customer
MARCH 11, 2016
Possibly for those engaged in any sales conversation this may be the time to start hearing the voice of the customer. Unfortunately, this harms not only receiving accurate information within the sales conversation, it also potentially harms follow-up sales calls. Many in sales solve symptoms because it may be easier or because they haven’t really listened.
10 Conversations to Retain Millennial Sales Talent
Sales Benchmark Index
SEPTEMBER 27, 2013
Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. This post offers solutions to Sales and HR leaders who ask this question: “How do we respond to demographic trends and retain top sales talent?” This tool is a practical guide to 10 conversations that will boost retention. The challenge for sales is unique. But it isn’t.
Business conversations trump product presentations – An STC Classic
Sales Training Connection
JULY 30, 2014
Sales conversations are more engaging than sales presentations – talking with is more effective than talking at. Why are conversations much more engaging than presentations? Information is revealed, but it’s couched in a conversational narrative that conveys a desire for mutual understanding and comprehension. 2014 Sales Momentum, LLC. But need it?