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Are Salespeople Still Using the Hard Sell?

Understanding the Sales Force

When you hear a phrase like the hard sell , do you instantly think of car salespeople? While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal. After prospects state an objection, say they're not interested, or tell the salesperson, "No," prospects tend to raise their resistance.

Insurance 263
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Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. Caliper scored the candidate at 64%.

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What Is Cross-Selling And Up-Selling?

MTD Sales Training

What could be considered ‘cross-selling’? Well, items such as extended warranty on top of the maker’s included warranty, car insurance, finance offers, gap insurance, etc. In both cases, the business objective is to increase order value and inform customers about additional product options they may not already know about.

Up-Sell 173
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5 Surefire Tips for a Successful Sales Kick Off

Women Sales Pros

For example, if your CEO has a key objective around revenue growth, that can serve as a learning pillar. Content and metrics can then be designed to support that objective Segment pre-learning from learning at the event. Focus on selling skills, not just product updates.

Hiring 92
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Growing or Fixing Which is Your Focus?

A Sales Guy

Mark is a commercial insurance broker who was successful and had been successful for sometime. Despite his success he had this nagging feeling he could do more, that there was more out their for him to get. ” Mark answered my questions by sharing what his prospects and clients looked like and some of the objections he was getting.

Insurance 110
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Turn the Prospect into a Customer with the “Engagement Process”

The Sales Hunter

It might be time to put the conventional selling process you use on hold and break out what I refer to as the “engagement process.” To create an engagement you might provide to the customer 2 websites you want them to look at to review what insurance companies look for in security systems.

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Caliper versus OMG - Which Sales Candidate Assessment Wins?

Understanding the Sales Force

Yesterday I received two assessments for the same candidate; one from Objective Management Group (OMG) and one from Caliper. Consultative Selling Skills (Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. Understanding the Sales Force by Dave Kurlan. Caliper scored the candidate at 64%).

Hiring 238