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Face to Face Interactions Increase Sales

Increase Sales

In this age of high tech where social media has become the way to conduct business, many still fail to recognize the importance of face to face interactions and how they increase sales. A new survey by Economist Intelligence Unit, sponsored by Cisco, entitled Business Leaders’ Views on Interaction revealed the importance of face to face interactions specific to communications and other business leadership concerns. To believe and think otherwise is simply a foolish folly. Credit www.sxc.hu. Tone of voice (81%).

Face-to-Face Meetings Are Back in Style

No More Cold Calling

Sometimes you get a few chapters into a business book and wonder why you are still bothering to turn the pages. My original copy of How to Work a Room has sticky notes all over it. She was one of the first people to write about networking—a skill all salespeople need but many never manage to master. I invited Susan to share her wisdom in today’s guest post.

Face to Face Cannot Be Replaced

No More Cold Calling

Susan RoAne is The Mingling Maven®, and my go-to person for tips on networking and building strong connections. Read Susan’s story and learn how to show up and make it count! “In The attendees were cell phone-wearing, laptop-carrying, smartphone-holding adults of varying ages who were hearing that they now needed to adopt an in-person component to their business communication.

3 Benefits of Face-to-Face Relationship Selling

Sales and Marketing

Teaser: The need for more face-to-face interaction with prospects and clients in this virtual age has never been more important. Bringing a face, voice and empathetic personality to the interaction makes it more human and real, and can lead to a mutually beneficial relationship over the long term. Issue Date: 2015-06-01. Author: Doug Abercrombie. read mor

Face to Face Sales Script Anyone?

Increase Sales

Your dance is your face to face sales script. However at the end, we all have several face to face sales scripts because our dancing partners are always changing. The we are sent to another center of influence with just a tad more leverage. Finally, we have an opportunity to meet a key decision maker. The movements may change. the prospect).

6 tips for delivering bad news to customers

Sales Training Connection

Delivering bad news to customers – not something that makes a salesperson’s day. But it would be unrealistic to think that it is not part of the job. Regardless of how bad the bad news – part of becoming a top sales performer is learning how to deliver bad news skillfully. Geoffrey Tumlin addressed this challenge from the perspective of delivering bad news to employees.

10 tips for B2B salespeople to win the sales call execution challenge

Sales Training Connection

10 tips to win the sales call execution challenge. As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals. The first key to sales success is crafting a good sales strategy. The second is executing it. 2014 Sales Momentum® LLC.

The ROI of Conference Calls vs. Face to Face Meetings

Green Lead's B2B Blog

Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? Do the results differ if they were to have taken those introductory meetings by phone? Many would say yes, but the data begs to differ. We do this to gain an immediate measure of the program as opposed to waiting out long sales cycles to show true ROI.

5 Payoffs to Asking Questions in Sales Calls

Sales Training Connection

If salespeople are going to bring value, new ideas, and insight to customers, they must understand the business issues and the challenges their customers face. Asking questions leads to more memorable interactions. Second, they help salespeople avoid the temptation to jump into the conversation too soon. Asking questions in sales calls. 2013 Sales Momentum ®.

Why sales people talk too much … and what to do about it

Sales Training Connection

We’ve heard lots of reasons posited like: “this product is great – it will sell itself if I just talk about …” or “my customers tell me they want to know everything about our new …” or “ if I am talking I know the customer will forget about hat objection.” And I would guess any sales manager could add a couple of their personal favors to the “why” list. Pre-Call Planning.

Sales and the art of chitchat

Sales Training Connection

Customers want fresh ideas and creative insights to address their needs that are both new and challenging. Increasingly customers want sales reps to be an advisor they can trust, not simply a product facilitator. This means sales reps must be able to move beyond product pitches and conduct business conversations. This illustrates a desire to talk. Sales Chitchat.

3 myths to debunk about opening sales calls

Sales Training Connection

It does not take long to open a sales call , but how you start often determines how you finish. So a good place to start at getting opening right is exposing these dubious practices. Let’s start by debunking … Myth # 1 – There is set of effective icebreakers that are clever and easy to remember. The key to opening is not about “breaking the ice.”

Cold Calling for Introverts

The Science and Art of Selling

An introvert never actually looks forward to cold calling, yet it’s a necessity for successful career in selling. Happily, there are some simple cold calling techniques you as an introvert can use to become much more comfortable, move past your fear and enjoy the positive results you want. Talk with current customers to learn how they’ve benefited to get ideas and examples.

Don’t forget sales call fundamentals – a sales tip

Sales Training Connection

Recently we had a sales training project where we had the opportunity to observe a 50 rep sales team making a series of sales calls. Pre-call planning is important and the first step is to set an objective for the call that makes sense. They started talking at the beginning of the call and never got around to engaging the customer. Sales Tip. Asking, listening, then talking.

The Last Time We Spoke

The Sales Blog

Their children have trained them to use text, and now they use it for business communications. It’s fast when you need to send a quick note and, when you need a quick response, it is better than an email. There is something different being communicated when you schedule a face-to-face meeting. The Last Time We Spoke is a post from: The Sales Blog | S.

Opening sales statements: start right – finish first – An STC Classic

Sales Training Connection

But there is a little more to the story. To gain some insights about these considerations we can turn to the art of “writing” for two lessons on crafting opening statements. Surely every syllable counts in an opening sales statement so sales reps must decide what to say initially and what to withhold until later. A Classic – ’63 Corvette. Limits.

Guest Article: Establishing Trust & Rapport in NON Face-to-Face.

Sell More and Work Less

Cold Calling for Introverts

The Science and Art of Selling

An introvert never actually looks forward to cold calling, yet it’s a necessity for successful career in selling. Happily, there are some simple cold calling techniques you as an introvert can use to become much more comfortable, move past your fear and enjoy the positive results you want. Talk with current customers to learn how they’ve benefited to get ideas and examples.

Cold Calling for Introverts

The Science and Art of Selling

An introvert never actually looks forward to cold calling, yet it’s a necessity for successful career in selling. Happily, there are some simple cold calling techniques you as an introvert can use to become much more comfortable, move past your fear and enjoy the positive results you want. Talk with current customers to learn how they’ve benefited to get ideas and examples.

Active listening: a forgotten key to sales success – A STC Classic

Sales Training Connection

When talking about sales skills, the first thing that comes to mind for many is asking questions. This necessitates the sales person not only hearing what the customer says but actually listening to what’s been said. Research tells us that after listening to someone talk, immediately after you only remember ½ of what was said. Sometimes it is important to turn up the volume.

Selling – The power of potential

Sales Training Connection

When it comes to weaving a persuasive sales narrative, there is no shortage of advice. The folks at the Harvard Business School and Stanford jointly conducted a series of imaginative studies that added a new twist to this key to success. More emphasis needs to be placed on helping sales people understand the future direction of their company. Translating the Story.

Beware of the seduction of jargon – a sales tip

Sales Training Connection

But from time to time even the best fall prey to the linguistic seduction of jargon. If you turn to our friends at Webster, the short definition of jargon is – “incoherent speech – gibberish.” Gibberish, now that definitively sounds like something we do not want to interject into a sales call. They don’t know your language and frankly, don’t care to learn it.

Asking questions – four traps to avoid

Sales Training Connection

Over the years we’ve had the opportunity to observed hundreds of sales reps making sales calls and have isolated four traps they tend to fall into when asking questions : Interrogating the customer. The simplest way to avoid this trap is not to ask too many yes-no type questions. These questions are designed to solicit information. Asking questions.

Business Orbit, Anyone? – Friday’s Editorial

Increase Sales

Social media has expanded the business orbit from the small business owners to super larger organizations. This past week I had an opportunity to speak with a new LinkedIn connection, Mike Muhney , the inventor of ACTs customer relationship management system. ” This program is a software application for iPhones and iPads that is, in my opinion, akin to ACTS on wireless rocket boosters. Years ago the business orbit for a larger organization due to its larger sales teams was greater than the small business owner or even single office or home office entrepreneur.

Sales Teams Need Face Time—with Prospects and Each Other

No More Cold Calling

A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. My colleague thought it was rather presumptuous of them to ask him to drop everything and hop on a plane. I told him to buy the damn ticket … immediately. Nothing beats face-to-face meetings. Eric J.

The Most Effective Sales Strategies Aren’t Digital

No More Cold Calling

” That’s definitely my belief, but I was stunned to hear these words uttered by a Millennial. We’ve all heard they are tethered to their devices. Human beings instinctively know how to connect with others. We’ve simply forgotten what we know to be true: Face-to-face cannot be replaced for relationship-building. This isn’t just my opinion.

The Sales Association: Quick Ideas For Sales Meetings

The Sales Association

by Marcia Gauger Conducting concise skill-building activities at sales meetings (whether online or face-to-face) is a terrific way to enhance abilities and share best practices. Consider assigning responsibility to a different salesperson for each meeting. Focusing on one skill set at a time gives salespeople the opportunity to reflect on and integrate skills into the upcoming week. Here are some ideas for quick and concentrated activities: Objections Drills – Distribute two index cards to each sales person. I’ll Add to That!

Opening sales statements: start right – finish first

Sales Training Connection

But there is a little more to the story. To gain some insights about these considerations we can turn to the art of “writing” for two lessons on crafting opening statements. Surely every syllable counts in an opening sales statement so sales reps must decide what to say initially and what to withhold until later. Opening sales statements. What should I say?” “How

Sales Today Is Truly a Balancing Act

Increase Sales

However, with a greater emphasis in this instance on developing (not train) the tellers or other banking associates, there is an opportunity to change customers’ behaviors. Additionally with the growing threat of security, the 14% who favor face to face interactions may also increase. Technology is good up to a point. Credit www.gratisography.com.

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Handling objections and tough questions – it’s useful to distinguish

Sales Training Connection

Sales training programs usually spend time introducing models for handling objections and drilling sales reps on ways to handle the most common ones heard in their sale. In addition to objections sales reps also face tough questions from customers who are simply skeptical. Another technique is to ask the customer for more explanation before answering the question.

Sales EQ with Jeb Blount

Igniting Sales Transformation

Legions of salespeople and their leaders are coming face-to-face with a cold, hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Do you want to know how ultra high performing sales reps do it? This is the episode for you.

Sales tip – open and closed questions

Sales Training Connection

Questions designed to solicit an explicit answer from the customer. Questions designed to encourage the customer to talk and or for you to develop understanding. In fact one of these two types of questions is not universally better than the other – it’s all about “under what conditions” does one tend to be more effective than the other. Sales Tips. Open Questions.

Missing the Obvious in B2B Marketing Actions

Increase Sales

What was surprising was what contributed to distrust and a lack of credibility. . So much is written about B2B marketing actions specific to content marketing, context marketing, websites and face to face B2B networking events. One would think these crazy busy small business owners to sales professionals would have their contact information easily displayed.

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How to Add Photos and Images to Contact or Account Records

Pipeliner

Relationships are driven by face-to-face contact, so when you are dealing with virtual relationships, the conventional wisdom says “put your best face forward.” ” By the same token, when you are talking on the phone or even by email to your contacts, you will find it’s more pleasant to refer to their photo. Human beings are [.]

Think Sales Reps Will Become Obsolete? Think Again

No More Cold Calling

And social media and the internet will eliminate the time-consuming, face-to-face aspect of sales. Marketing automation, CRM, social media , and other technology tools enable sales reps to sell more efficiently and cost effectively. What’s the best way to reach, communicate with, develop, and sell to your key audience? He writes: According to the U.S.

Cavemen Would Have Been Great Salespeople

No More Cold Calling

A 27-year-old told me, “There’s nothing like meeting face to face.” I was stunned, because we’ve all heard that Millennials are tethered to their devices. During a trip to Europe, I had meals with two colleagues I’d only spoken to on the phone. Meeting face to face and “breaking bread” together shifts a relationship.

Face To Face Vs. Telephone Sales – What Does The Market Expect Of Me?

Sales Tips & Techniques

There are many ways to prospect and talk to customers, given the variety of mediums that advances in technology have given to the world. The market expects you to come see them face-to-face, the market expects you to call them on the phone and the market expects you to only enter in through a referral. You can't refer to the market as a general entity, as it is Learn More. A sales management team should teach their representatives that dealing with customers is rarely the same thing as addressing a certain market.

Jonathan Farrington's Blog ? When It Comes To Making.

Jonathan Farrington

When It Comes To Making Presentations, We All Need to be “Seekers!”. Yes, I know that due to huge technological advances in the field of video conferencing etc. we are conducting far less face to face meetings these days: Indeed, the harbingers of doom are predicting that “personal selling” is shortly to be consigned to the annals of history.

Showing Up is Standing Out

No More Cold Calling

Step away from your computer and meet face to face. But while technology tools can certainly drive business development, nothing beats sitting down with someone and talking face to face (that means in person). The Value of Face-to-Face. But right now let’s talk about other projects we want to do with you.” Perhaps.

You Don’t Sell Over Email

The Sales Blog

You have the information they need, and you want to send it to them as quickly as possible. You might want to believe that your responsiveness is going to make you appear professional and helpful. When a prospect emails you to request information and you send it, you have allowed the prospect to determine that you are going to transact.