The Sales Association

JUNE 14, 2011

The purpose of any prospecting call is to for you and the prospect to agree to move to the next step in the sales process, normally the fact find. Lastly, script a question that obtains agreement from your prospect to move to the next step in the sales process. Would the sales rep I told you about agree this works?

Guarantee 40

Guarantee Telemarketing Cold Calling Quota 40

The Sales Association

FEBRUARY 21, 2011

The most important part of the sales process is the questioning phase, so you either have to be curious or act like you are. Monday, February 21, 2011. Insatiably Curious. by Jeff Goldberg Insatiable curiosity is a characteristic that the best salespeople have in common.

Face-to-face 39

Face-to-face Health Care Twitter ACT 39

The Sales Association

JULY 18, 2011

Sharing best practices in sales and sales management www.salesassociation.org. Question: Lately, new potential customers have requested references from me early in the sales process. Monday, July 18, 2011. Are You Prepared to Undo Doubt? When and how is the best way to approach this?

Guidelines 24

Guidelines Twitter Facebook Customer 24

The Sales Association

JULY 5, 2011

If your people are uneasy about the word “sales”, consider clarification such as: You are not going to “convince” anyone to buy anything if they do not have a need or want, realized or not. Great service is foundational to customer relationships and is foundational to the sales process, but it is not selling.

Consultative Selling 28

Consultative Selling Twitter Facebook Guarantee 28

The Sales Association

MARCH 1, 2011

” Schedule a follow-up meeting to present solutions – Don’t assume that you have to accomplish the entire sales process in one meeting. I’d like to review your need for just-in-time inventory and your current practices to see if we can help you meet your requirements. Is that what you expect?”

Consultative Selling 47

Consultative Selling Trade Show Up-Sell Meeting 47

The Sales Association

JULY 30, 2013

Program with Principles Pipeliner revolutionizes the sales process in the interest of employees and businesses. This objective and this approach have given rise to a completely new type of CRM instrument. The solution is an expression at companies that democratizes entrepreneurial thinking and action.

Pipeline 20

Pipeline CRM Face-to-face Enterprise 20