Bernadette McClelland

JANUARY 14, 2024

It becomes your reference point for success again in the future. So rather than me succumbing to any fear or bias, being able to reflect on this reference point (aka evidence) opened my thinking up to ask for feedback on LinkedIn. And when you focus on that and find those examples, you can then make better informed decisions.

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Hiring Face-to-face LinkedIn Guarantee 195

Contact Monkey

OCTOBER 17, 2018

In order to do this, however, leaders within the business need to work with individual salespeople, helping them develop the kind of professional selling skills that lead to long-term success. Optimize Your Sales Team’s Professional Selling Skills. contact-form-7]. 1) Focus on Providing Value.

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Selling Skills Lead Qualification Sales Qualified Lead How To 40

Understanding the Sales Force

FEBRUARY 23, 2017

Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles. Image Copyright BeeBright.

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Selling Skills LinkedIn Up-Sell Sales 213

Anthony Cole Training

JULY 28, 2022

Selling is a different animal and you will often hear the term “soft skills” in reference to training a salesperson. What are soft skills in sales? It would be great if you could hand a new salesperson a manual, ask them to read it, take a knowledge test and they could successfully begin their job.

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Examples Sales Training Selling Skills 255

criteria for success

SEPTEMBER 1, 2022

Consultative Selling Step 1: Establishing Comfort and Trust. One of the most foundational consultative selling skills happens at the very beginning of an opportunity. This step is often referred to as bonding or building rapport. This is where Consultative Selling Skills magic occurs! Where to Begin.

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Consultative Selling Selling Skills Up-Sell Buyer 105

The Sales Hunter

JUNE 5, 2013

If they’re doing it before you meet with them, I would refer to this as exploratory. During your presentation, do you reference information the customer could find on the internet? What percentage of my customers have done research on the internet before meeting with me? Copyright 2013, Mark Hunter “The Sales Hunter.”

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Customer Direct Response Motivation Selling Skills 250

The Sales Hunter

FEBRUARY 19, 2014

Do the things you reference in your presentation refer to high-end and high-quality? Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. Blog pricing Professional Selling Skills confidence high price price' Copyright 2014, Mark Hunter “The Sales Hunter.”

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Positioning Real Estate Selling Skills Up-Sell 229

MTD Sales Training

APRIL 15, 2020

Before dealing with a customer, ask yourself what would make them refer you to family members or friends, or make them go out of their way to go to your superior and give you praise. Want to improve your customer service and retail selling skills? Please check out our Retail Sales Training solutions.

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Retail Customer Face-to-face Customer Service 177

The Sales Hunter

NOVEMBER 15, 2013

Are you being influenced by balanced insights or what I refer to as “bubble thinking?” ” “Bubble thinking” is a term I use to refer to beliefs or expectations that arise based on the fact everyone else is believing the same thing. Blog leadership Professional Selling Skills leader sales leadership'

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Real Estate Selling Skills Influencer Energy 204

No More Cold Calling

JULY 5, 2018

In case you forgot why referrals are so powerful, and why learning how to implement a referral program can make the difference, here’s a quick reminder: Get every meeting with one call because you’ve been referred by people your prospects know and trust. Eliminate the competition by getting in early and forging solid relationships.

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Referrals Prospecting Cold Calling Decision Maker 159

The Sales Hunter

DECEMBER 27, 2013

When I say “leadership goals,” I’m referring to how you see yourself communicating and dealing with those you lead. Blog leadership Professional Selling Skills sales leadership' There you have it: 5 leadership tips every leader should do right now at the end of the year. ” Sales Motivation Blog. .

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Sales Leadership Call-back Selling Skills Motivation 239

The Sales Hunter

OCTOBER 17, 2013

When we say “pull,” it refers to creating incentives at the customer level that encourage them to buy the product. Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills benefits needs outcomes sales strategy' Copyright 2013, Mark Hunter “The Sales Hunter.”

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Strategy Cold Calling Consultative Selling Margin 241

Adaptive Business Services

JANUARY 25, 2023

I always tell people the same story … when I am considering referring you to one of my good clients … the deciding factor is generally based on my observed behaviors of you during our interactions. The sales success triangle is made up with Attitude, Skills, and Knowledge. What else do I have to go on? I can teach those.

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Hiring ACT Report Selling Skills 71

The Sales Hunter

AUGUST 12, 2013

The style I’ve come to embrace and am sharing with others is one where we close quick around what I refer to as the “POE” — point of entry. Blog Consultative Selling Customer Service Professional Selling Skills Prospecting prospect prospecting sales process' ” Sales Motivation Blog.

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Sales Process Consultative Selling Selling Skills Customer Service 229

The Sales Hunter

AUGUST 22, 2013

Use the subject line to engage them by having it reference a question they asked. Blog Customer Service Professional Selling Skills Sales Motivation email prospect prospecting sales call' Use the first 100 characters of your response to hook them with a couple of key words that will encourage them to read more.

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Motivation Selling Skills Customer Service Follow-up 206

The Sales Hunter

MAY 10, 2013

I can’t tell you the number of times I’ve heard salespeople and sales managers use what I refer to as the two deadly words in sales: “if” and “then.” ” Here is how this plays out: If we could come out with a cheaper model, then I know I could sell more. ” Sales Motivation Blog.

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Sales Leadership Consultative Selling Motivation Lead Rank 199

Understanding the Sales Force

MARCH 27, 2019

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. Replacement windows? No offense intended to those of you in one of those three industries!

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Insurance Insurance Objections Up-Sell 263

The Sales Hunter

NOVEMBER 1, 2013

We’re watching the rollout of the on-line enrollment process for the Affordable Care Act (also commonly referred to as Obamacare), and we are seeing what I described above. Blog leadership Professional Selling Skills sales leadership' How do you measure up with these three? ” Sales Motivation Blog.

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Sales Leadership ACT Selling Skills Up-Sell 195

Understanding the Sales Force

FEBRUARY 21, 2013

Today, 50% of a sales manager's job (especially the front line manager to whom Chris refers) is coaching!!! Selling skills! So, what are the correct competencies? This article lists the top 10 sales management competencies. And this will come as a surprise: In which attributes are they most deficient?

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Hiring Sales Management Territories Analysis 242

MTD Sales Training

JANUARY 6, 2020

By helping, we are referring to taking away some pain, or instigating some gain. Our Essential Selling Skills course will provide you with all the essential techniques. Happy Selling! They buy the results they will achieve if they make that choice. Are you looking to start or progress your sales career? Sean McPheat.

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How To Commission Sales ACT 188

The Sales Hunter

OCTOBER 3, 2013

Sad comment is there are way too many people out there with what I refer to as a “victim attitude.” Blog leadership Motivational Sales Speaker Professional Selling Skills Sales Motivation sales motivation' The feeling is how there is nobody else who is being victimized as much as they are.

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Motivation Selling Skills Up-Sell Training 180

The Sales Hunter

AUGUST 29, 2013

If you don’t believe in what you sell and how it can benefit customers, your confidence will always be shaky. Ask for feedback, and gather these testimonials so you can refer to them often. Many people think testimonials are just used in the selling process to show prospects why they too should become customers.

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Consultative Selling Motivation Selling Skills Discount 259

No More Cold Calling

OCTOBER 1, 2015

He referred me to his Global VP, who has been more than willing to help me make connections within the company. That’s the beauty of referral selling. Decision-makers will always meet with salespeople who’ve been referred by people they know and trust. It’s time to make referrals the way you sell.

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Referrals Lead Rank Lead Scoring Prospecting 120

The Pipeline

FEBRUARY 1, 2013

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills.

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Telecommunications Real Estate ROI Enterprise 312

The Pipeline

MAY 23, 2014

And when the reader is finished with a “checkup “ on their basic selling skills, they will find additional information on how to ride the crest of the wave of success and keep it going and growing. The principles, concepts, and ideas presented in 5 Star Selling include real-life illustrations from the Lee’s extensive experience.

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Face-to-face Call-back Territories Negotiation 244

Adaptive Business Services

MAY 6, 2020

As my selling skills increase, so goes my ratios. The ability to properly identify and to qualify quality opportunities will allow me to better target those who are more likely to invest in my services or who can refer me to those who will. The post Make More Calls or Better Calls?

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Referrals Sales Qualified Lead Decision Maker Construction 87

Tom Hopkins

MAY 16, 2016

Once trust is established and the buyer is satisfied with their purchase (becoming a happy client), it’s time to get some referred leads. The post Earn the Right to More Yeses appeared first on How to Selling Skills. You begin this […]. Related posts: The Buyer’s Mindset.

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Selling Skills Buyer Relationals Leads 44

SBI Growth

AUGUST 22, 2013

Résumés, interviews and reference checks only reveal what the candidate has done in the past. A strong track record, experience and references are hallmarks of the “A” player. The tryout tests writing, presenting, thinking and selling skills. You wonder, “How can we be sure we hire the right people ?” How creative?

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Hiring Proposal Exercises Lead Rank 300

A Sales Guy

JULY 24, 2014

Frankly, I’m getting a little tired of hearing people talk about social selling. But in all honesty, once we can stop calling it “social selling” and just refer to it as “selling”, we’ve probably figured out how to do it right and make it an integrated part of our sales strategy. Successful Social Selling.

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Social Selling Scale Trade Show Fashion 121

The Sales Hunter

FEBRUARY 4, 2018

I refer to these as “4-legged sales calls.” If you are a sales manager OR if you report to a sales manager, listen up! NOW, early in the year, is the time for sales managers to be out on sales calls with their salespeople. ” This has NOTHING to do with the sales manager running the […].

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Motivation Video Leads Marketing Qualified Lead 126

No More Cold Calling

OCTOBER 29, 2013

The business case for referrals is loud and clear: Decision-makers always meet with those referred by people they know and trust. Yet, 95 percent of companies do not have a written referral-selling strategy , written weekly referral goals, referral-selling skills, accountability for results, or a system to track and measure referrals.

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Referrals Decision Maker Social Media Banking 159

MTD Sales Training

APRIL 19, 2020

He may have been referring to the US market but, globally, we will see a slower return to our usual sales patterns. Most economists are referring to the time after the virus as the ‘new normal’. Those questions will help you become more adaptable and agile to the market-place, as things are on-hold at present.

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Meeting Face-to-face How To Call-back 156

Jeffrey Gitomer

JUNE 2, 2011

You can respect someone face-to-face, in a professional or business environment (that’s referred to as formal respect). It’s what other people say about you when you’re not there – how they talk about you and how they refer to you. The most powerful level is absent respect (or genuine respect). Jeff, Great post.I

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Hiring Social Media Face-to-face Loyalty 310

SBI Growth

SEPTEMBER 14, 2013

This is often referred to as the cost of Miss-Hire. Most of these deals can be re-engaged because of the poor selling skills used. This figure equates to lost wages, lost expenses and most importantly missed opportunities. The first step in streamlining your replacement is nailing this cost. You need 6 candidates.

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Hiring Face-to-face Lead Rank Lead Scoring 300

The Sales Hunter

FEBRUARY 17, 2012

” It refers to the impact various people can have in an organization on what is actually the right investment a company should be making. The way to minimize the threat of these people is to ensure when you are selling into a large company that you have as many relationships established as possible. high profit selling.

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Motivation B2B Decision Maker Hiring 172

Hubspot Sales

JULY 13, 2020

A sales audit — also referred to as a sales process audit — is a detailed analysis of a company’s sales process. How often do you polish your reps on their skills? Are there recurring workshops to strengthen your reps’ selling skills? ?? Are your reps equipped with the necessary skills to succeed at their job?

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Hiring Decision Maker Collateral Demographics 100

The Digital Sales Institute

SEPTEMBER 10, 2018

We don’t sell products or solutions, we sell stories, ideas, commitments, results, satisfaction, relief, trust, confidence, assurance etc. Sales tactics include building up trust with the buyer, having credibility, using existing customer references, reports, studies, getting introduced by a mutual contact, free assessments etc.

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Face-to-face Cold Calling Selling Skills Buyer 55