Knowing Your Customer When Face-to-Face Interaction is Obsolete

Pipeliner

An age-old business maxim is to “know your customer,” and entrepreneurs, executives and sales agents have lived by this wisdom for centuries. This small and traditional customer service tactic isn’t just unique to the restaurant industry, it’s true across every industry.

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.

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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. Susan and I have become good friends over the years, and I continue to learn from her.

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 Many of the attendees were uncomfortable with the prospect of meeting the face-to-face mandate.

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. The need for more face-to-face interaction with prospects and clients in this virtual age has never been more important.

Customers no longer only learn about you from your sales reps

Sales Training Connection

They can learn about a product’s functionality, quality, and pricing before they even go to your web site, let alone talk to a salesperson. Well, one thing we know for sure is when buyers change how they buy; it’s a good idea for salespeople to rethink how they sell.

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.

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 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.

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.” Pre-Call Planning.

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. Asking questions in sales calls.

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 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. The key to opening is not about “breaking the ice.” Opening Sales Statements.

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.

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. Sales Tip.

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. The Last Time We Spoke is a post from: The Sales Blog | S. Anthony Iannarino.

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. Some writers overload an opening passage to excite the reader.

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.

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.

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. 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. Sales people and the power of potential.

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.” They don’t know your language and frankly, don’t care to learn it. Sales Tip.

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.

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. One quick example that comes to mind is Matt Drudge and his Drudge Report.

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.

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. Proving the Power of Face-to-Face.

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. Ask them to write a recent objection on the card.

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. Some writers overload an opening passage to excite the reader. Opening sales statements.

If You’re “Telling” You’re Not “Selling”–You Need to Be Asking

Pipeliner

This week, I think the universe has been “telling” me to write this blog post. It must be a sign when I can look back at this week and recall 1 face-to-face meeting, 2 phone calls, and 9 (yes nine ) emails–every one of them aimed at directly getting me to buy or getting me to take action to buy. Listen up people: when trying to speak to me and get me to do something, should you not be doing your best to discover what is important to me ?

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.

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. I think that sums up our first topic, can we move on to …?”. Sales Tips.

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.”

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.

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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.

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.

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. Presentations allow us to : • Influence a group of important people. A Seeker looks for opportunities to speak.

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. He writes: According to the U.S.

Remote Coaching or Face to Face Coaching – What’s More Effective? Shattering The Myth of Remote Coaching

Keith Rosen

With more business conducted across online communication platforms and more sales teams operating in a virtual environment, many sales managers question how proficient they can be at coaching their team at a distance—especially if they have never been shown how to do so effectively. Now, I’m certainly not disputing the value of coaching someone face to face and the additional things that can be observed when doing so.

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.

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