How to Overcome 3 Common Sales Objections

SalesGravy

When I began selling chemicals for a large company I thought I was a good closer, with the premises of finding out what the customer wants and fulfilling their needs. Sales Professionals need leverage in handling objections. My cold call territo

BSO, FOMO and SQUIRREL!! – How to stop an addictive brain…

Bernadette McClelland

We’ve all been there. We’ve all experienced something that takes our mind off what we are doing. Whether it is an email ping, a quick question from around the water-cooler, or even this article. The Dilemma of Attention Deficit.

How To 242

Spam Sparks the Human Curiosity Gene

Increase Sales

For when our human curiosity gene is satisfied, we receive a rush of emotions based upon the chemical interactions within our brains. The reason so many SPAM emails are opened is because they spark the human curiosity gene.

So What Can I Sell You?

Sales Benchmark Index

As a next step, he began contacting major US chemical companies for assistance. Max was contacted by the big 3 chemical companies. I recently had coffee with a friend of mine, Max. Max is head of manufacturing for one of the nation’s largest credit card manufacturers.

Secret weapons: Open-ended questions and listening

Sales Tips & Techniques

Joe Smith, a salesman with ABC Industrial Supplies, called on a prospect, the Wagner Chemical Co., But the following day, Wagner Chemical signed a long-term, highly-profitable supply deal with ABC. in January. He met with the company’s purchasing agent, Allison Stevens, who spent twenty minutes with the visitor. No sale. Two months later, Angela Jones, another sales professional at ABC, called on the same company. She, too, met with Allison Stevens for twenty minutes.

A Verbal Painting is Worth A 1,000 Words

The Pipeline

The Limbic (Emotional brain) system creates chemical messages that connect information to memory, the retention of which is significantly increased when that information is presented in an emotionally charged context.” By Tibor Shanto - tibor.shanto@sellbetter.ca .

How to Reduce Stress in the Sales Workplace

Xactly

In demanding circumstances, stress acts as our bodies’ physical fight or flight response, where the body releases the chemicals to help us decide how to act. Stress is something every person deals with at some point in time, both at home and at work.

#MyFirstSevenJobs John Pesec and Chris Palmisano

Partners in Excellence

19 years old Laborer/janitor in chemical plant. Dumped chemicals in tanks, scrubbed floors and toilets. A number of weeks ago, I started following some posts about people’s First Seven Jobs. It was fun and fascinating to see the very first jobs people held.

3 Bad Sales Habits That Hurt Your Performance

Growbots

I met a seller who shared with me that he was a chemical engineer that worked for a company that sold industrial adhesives (expensive glue). Salespeople are under constant pressure to be at or above quota. What sellers do can be calculated to decimal points (percent of quota). In stark contrast, sellers have extraordinary latitude in deciding how they do it: who they call on, how they position offerings, qualifying opportunities, etc. “A”

Helping Your Buyers Look Beyond Themselves!

Partners in Excellence

Helping your customers identify growth opportunities: Recently, I had conversation with the VP of Sales for a company that sells basic materials (think chemicals). We know we need to be customer focused.

Buyer 108

7 FASCINATING FACTS ABOUT A SALESPERSON'S MIND

HeavyHitter Sales

It turns out your innate nature to help people is really the result of a chemical reaction. During the first four years of your life, 90 percent of your brain’s growth and development occurred.

How to Survive the Workday When You're Sick, Tired, or Just Not Feeling It

Hubspot Sales

Your levels of cortisol (a natural chemical that makes you feel awake and alert) are typically spiking around 8 to 9 a.m. Tired at work? Take a cold shower or splash water on your face. Skip breakfast if you're not hungry. Delay coffee until after cortisol spikes at 9:30 a.m.

Our Products Are Becoming Commoditized!

Partners in Excellence

Ironically, those who have been selling true commodities (for example, basic chemicals) have always known this and are competing differently. It seems every product, regardless of how complex, is destined for some level of commoditization.

Once Upon a Time: Storytelling Stimulates the Brain into Action

The ROI Guy

By Dan Sixsmith Storytelling is a term that has emerged in marketing and sales as a means of leading the buyer down a path toward the realization that your solution is something he/she needs.

The Importance Of Establishing A Cadence

Partners in Excellence

” A system, whether it’s a physical process, chemical process, is in balance with the right flow. It seems in nature, as well as business there is a rhythm to the way things work. Disrupt that rhythm and problems start to occur. We use all sorts of terms to describe that rhythm.

We Become Commoditized Only When We Let Ourselves Be Commoditized!

Partners in Excellence

They sell basic materials (oil, gas, chemicals, etc.), I read an article about the seeming inevitability of commoditization. We certainly see a lot of evidence of more of what we sell becoming commodities.

First Seven Jobs

Partners in Excellence

I worked for one of the largest chemical companies in the world. I’m a terrific fan of Fred Wilson’s AVC blog. I just read First Seven Jobs. I thought I’d try to remember.

Sales Training Article (SBI) - So What Can I Sell You?

Customer Centric Selling

As a next step, he began contacting major US chemical companies for assistance. Max was contacted by the big 3 chemical companies. Sales Training Article: So What Can I Sell You? By Joel McCabe, Sales Benchmark Index (SBI) I recently had coffee with a friend of mine, Max.

Salesperson Fitness: The Body

Pipeliner

meat is an example; cheap run-of-the-mill supermarket meat is full of antibiotics, chemicals and hormones. Here is the next in my series on salesperson fitness. Of the three different types of fitness we’re addressing in this series (body, mind, spirit or soul), fitness of the body is the most visible. It’s what everyone immediately sees.

The Lost Art of Selling

Platinum Rules for Success

In the computer, insurance, real estate, chemical, automobile, software, furniture, appliance, security and many other industries, superb sales skills were critical for career success. Mastering the art of selling, like any art, requires the blend of natural ability and technique.

Try Selling Sand

Partners in Excellence

Others sell basic materials like chemicals. As much as sales people try to sell solutions or sell value, too often they fall back on great products. They focus on product, features, functions, feeds and speeds.

Email Open Rates By Industry: See How You Stack Up

Hubspot Sales

As a sales professional, you’re sending emails all day, every day. Hopefully you have some idea of what your open rate is -- but do you know how you rank against the rest of your industry? What if you’re below average and have room to improve? Maybe your current rate is 20%.

The Pipeline ? Beware The Mixed Message ? Sales eXchange ? 138

The Pipeline

Nice glossy presentation, containing nothing of interest to me; and given the chemical content of the glossy pages, I couldn’t even use it to wrap fish. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

Complex Or Simple Buying Process

Partners in Excellence

selection of RF shielding for a smartphone, selection of specific bulk chemicals). Over the past few months, I’ve been reviewing a lot of my thinking about business to business buying and selling processes, and how we achieve success in both.

A Different Take On Challenging Conversations

Partners in Excellence

Another client in the bulk chemicals industry engages their customers in conversations about the future of detergent, or foods, or other things. I’ve been writing a lot about changing the conversation, about challenging our customers, about getting them to think differently. A lot of readers have been sending me notes, asking for advice on how to do this.

Are We Allowing Ourselves To Be Commoditized?

Partners in Excellence

They were responsible for procuring everything from basic chemicals, office supplies, “nuts and bolts” (literally), to complex computer systems, communications systems, development tools, machine tools and thousands of other items. My colleague Anthony Iannarino wrote an outstanding post: “Mismatched Skills And Value Creation.” ” Usually, Anthony and I are so aligned in our thinking that we tend to complete each other’s sentences.

Channel Visibility Reveals Unique Sales Workflows in Multi-Channel Organizations

Cincom Smart Selling

This selling partner addresses an entirely different market; their customers use industrial chemicals and gasses. Distributing product through multiple channels means accommodating multiple sets of needs, competence levels and knowledge. Each channel is unique to some degree, and that means each channel has unique requirements as well. Discerning the nature of those requirements requires visibility into the individual sales channels.

Winning the Social Media Engagement Contest

The ROI Guy

Industries found to have companies with the least overall social media engagement (on average) include: Energy; Utilities; Wholesale & Distribution; Pharmaceuticals; Healthcare; Chemicals; Professional Services / Service Providers. Alinean Research of Fortune 500 Level of Engagement on Twitter, Facebook and LinkedIn.

Enabling Growth: Solving New Product Challenges with CPQ

Cincom Smart Selling

Are there any chemical applications applied to or used to treat the metal before or after processing? Successful sales people have always known that being successful in their job requires them to continually learn about the markets they serve, the products offered, the pricing and selling issues related to the product as it grows and changes over the years.