Altify

AUGUST 7, 2018

In a prior post I outlined the 5 key questions to develop a relationship strategy and in the last four posts I explained #1: Who Matters? , #2: How Do They Think? , #3: What is your Current Relationship? and #4: What is the Relationship Gap? How Do You Bridge the Relationship Gap? Once again, context matters.

How To 40

How To Vendor Engineering Google 40

Altify

AUGUST 7, 2018

In a prior post I outlined the 5 key questions to develop a relationship strategy and in the last four posts I explained #1: Who Matters? , #2: How Do They Think? , #3: What is your Current Relationship? and #4: What is the Relationship Gap? How Do You Bridge the Relationship Gap? Once again, context matters.

How To 40

How To Vendor Engineering Google 40

The Brooks Group

OCTOBER 31, 2018

At The Brooks Group, we train sales professionals to use a 3-deep questioning strategy during conversations with prospects and customers. We’ve witnessed the strength of this questioning approach working with hundreds of clients over the past 40+ years. Research Reveals: Asking Follow-Up Questions Makes You More Likeable.

Study 66

Study Buyer Face-to-face Journal 66

Altify

JUNE 25, 2018

Building long-term relationships in business matters. To succeed you need to understand how the company works, the relationships between the people, and the politics of the organization. What is your current relationship? Honest assessment of a relationship in business is rare. What is the relationship gap?

Strategy 40

Strategy How To Course Relationals 40

Altify

JULY 9, 2018

In a previous post I outlined the 5 key questions to develop a relationship strategy and in the last post I explained #1: Who Matters. In this post, we will try to get inside the mind of the customer as a key element of the relationship strategy development. How Do They Think? Once you have determined ‘Who matters?’’

Government 40

Government Influencer Account Groups 40

Altify

JULY 2, 2018

In a previous post, I outlined the 5 key questions to develop a relationship strategy. Measuring Level of Influence: The following 10 questions will help you to assess the impact an individual might have: Will there be a significant impact if this person says “Yes” or “No” to new initiatives and projects? Who Matters?

Influencer 40

Influencer Decision Maker Policies Report 40

Paul Cherry's Top Sales Techniques

DECEMBER 31, 2017

You’re in a conversation with a prospect and you finally pop the question: “What do you like or do not like about your current supplier?” The post The key question to help dislodge a competitive vendor relationship appeared first on Paul Cherry Sales Training & Coaching. But I’m willing to listen to what you have to offer.”

Vendor 49

Vendor Competition Coaching Training 49

No More Cold Calling

FEBRUARY 1, 2024

But clicking buttons to forge new relationships is a waste of time, and digital referrals are a myth. You must have a strong enough relationship to feel confident that this person will follow through, earn the prospect’s trust, and take care of your contact just as you would. Get offline to get your referral. Remove my connection.

Social Media 194

Social Media Referrals Media Lead Generation 194

Steven Rosen

APRIL 10, 2024

For those who are not that skilled, having the questions helps. Emotional Intelligence (EQ) is a crucial skill for salespeople, and specific questions can be asked during interviews to assess EQ. Sales leaders can ask specific questions during the interview to assess soft skills.

Hiring 296

Hiring Strategy Negotiation Ideal Customer Profile 296

Paul Cherry's Top Sales Techniques

MARCH 23, 2017

If you’re like many salespeople, you’re tempted to one of these two questions: 1.“What While it may seem natural to ask those questions, they’re actually very dangerous. The post Never Ask These Two Questions To Disrupt Your Competitor Vendor Relationship appeared first on Paul Cherry Sales Training & Coaching.

Vendor 53

Vendor Coaching Positioning Training 53

Sales 2.0

FEBRUARY 7, 2024

The CRM in question has plenty of contacts and accounts–think nearly a hundred thousand contacts. If you find yourself with a CRM that is full of data but not easy for you to use to make actual sales and nurture relationships, consider some of the following ways to organize it. Think of this like Marie Kondo for your CRM.

CRM 195

CRM Data Groups Follow-up 195

Sales 2.0

DECEMBER 19, 2023

“Her” is a 2013 film about a lonely writer named Theodore Twombly, portrayed by Joaquin Phoenix, who develops a romantic relationship with an AI on his phone named Samantha, (voiced by Scarlett Johansson). This question needs to come from a place of authentic curiosity and caring. It’s not a rote, let me act like I care question.

Film 150

Film Lead Rank Intent ACT 150

Sales 2.0

AUGUST 1, 2023

I believe it will be about making sales more human again, ironically going back to what some of the best salespeople did in the twentieth century: building and maintaining relationships. It will be about salespeople getting refocused on what really makes them salespeople—a focus on one-on-one relationships with other humans.

Scale 195

Scale Enterprise Enterprise Outbound 195

Anthony Cole Training

FEBRUARY 10, 2022

The two most important skills that a salesperson must master are becoming good at asking questions and becoming good at listening which are advanced selling skills. We have identified four traits that all great relationship selling salespeople have in common.

Selling Skills 265

Selling Skills 265

Nutshell

MARCH 25, 2024

It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. Your client onboarding process lays the foundation for the client-company relationship and is integral to earning your customer’s trust. But don’t take your foot off the gas yet.

Positioning 127

Positioning Customer Churn Face-to-face 127

No More Cold Calling

JUNE 24, 2021

After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. In no particular order, here are the most common referral selling questions I hear … 1. It will change the relationship you have with people—especially with clients. (It What if they say “no?”.

Referrals 256

Referrals Outsourcing Services Sales Outsourcing Meeting 256

SalesFuel

APRIL 11, 2024

Rich media provides yet another option for reaching clients and building relationships. Over time, as a relationship matures, communication can morph into a more casual setting. Plus, it’s helpful to prepare discovery questions to gain deeper insight and build on the relationship.

Closing 115

Closing Face-to-face Tourism Hiring 115

No More Cold Calling

APRIL 16, 2020

That’s a tough question to answer, because it depends on the person, and sometimes it depends on the times. They show empathy, they listen carefully, and they ask tough questions. It has five attributes that can be applied to any relationship, team or organization.” How do we define trust? Top salespeople are different.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

No More Cold Calling

NOVEMBER 8, 2021

How can smart, experienced sales reps let their customer relationships wither? But that can be a big problem, because customer relationships drive referral sales. That’s a common question from salespeople, but more of a reflection of the discomfort many of us feel about asking. Have you taken the 14 Yes/No question Referral I.Q.

Referrals 227

Referrals Customer Revelation Networking 227

Understanding the Sales Force

MAY 29, 2019

Many readers left comments about the importance of relationships as a means to preventing resistance from going up. All of the comments about the importance of developing relationships to lower resistance and increase acceptance are misguided. One reader asked me a great question, "How do you anticipate resistance?".

ACT 316

ACT LinkedIn Up-Sell Data 316

SalesFuel

APRIL 29, 2024

This, she writes, is key to “building trustful relationships with clients and closing more deals.” They can add a personal element to the professional relationship. Showing interest in who they are as a person helps build the relationship. Consider these examples of open-ended questions to get the prospect to open up and engage.

Conversion 52

Conversion Hiring How To Case Study 52

Understanding the Sales Force

APRIL 13, 2021

You see, the book is much less about baseball and much more about the following thirteen integral competencies of sales success: Relationships. Listening and Asking Questions. Goal setting, planning and execution. Story Telling. Commitment. Persistance. Being of Value. Presentation Skills. Controlling Emotions. Messaging and Posturing.

How To 323

How To Sales Motivation 323

Sales and Marketing Management

DECEMBER 16, 2019

A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year. However, the study also revealed that only 24% of these leaders actually do anything intentionally to promote building those relationships. Make it black and white.

Company 423

Company Customer Insurance Insurance 423

The Center for Sales Strategy

FEBRUARY 29, 2024

Today, Trey Morris, VP/ Senior Consultant here at CSS, is joining Matt to help answer the question, “Why is it getting harder to convert prospects and renew clients?” In this episode, we’re continuing our season-long deep dive into the latest Media Sales Report from The Center for Sales Strategy.

Prospecting 127

Prospecting Report Media Meeting 127

Anthony Cole Training

JUNE 30, 2022

Building rapport in selling is really all about being caring and friendly, asking the right questions, and offering great advice and solutions. There are 5 competencies that make a salesperson strong at developing relationships in sales.

Sales 191

Sales How To 191

Sales and Marketing Management

NOVEMBER 2, 2020

But taking a deeper dive, let’s also look at how today’s reality requires we reevaluate how we build and maintain interpersonal relationships where we can put these skills to work. Right now, connection and relationships matter more than ever. Relationships are fundamental to both our personal and professional lives.

Travel 177

Travel Consumer Conversion Lead Rank 177

SMEI

APRIL 23, 2024

They can build relationships, address customer needs, and provide solutions that go beyond just making a sale. Without effective salespeople who can communicate its value, build relationships with customers, and provide exceptional service, even the best product can fail to gain traction.

Training 109

Training Guarantee Competition Closing 109

Anthony Cole Training

DECEMBER 30, 2021

There are specific traits that skilled salespeople possess in order to build strong relationships with prospects or clients. They create a great client experience by providing value, asking the right questions, listening to understand, and demonstrating patience.

Prospecting 208

Prospecting Customer Training Sales 208

Partners in Excellence

MARCH 2, 2024

Here’s Wolrad, I love his creative approach in answering my question. ’ First, I asked Chat GPT the question. Adaptability: Sales skills are transferable and can be valuable in various aspects of life, including relationships and career advancement. And, on the side, he has a winery.

Oracle 98

Oracle Negotiation Up-Sell Lead Rank 98

Partners in Excellence

MARCH 22, 2024

Two sentences that are so important, “It is imperative to gain as much insight from the customer and always ask the questions if you don’t know the answers. In my experience, this only strengthens the relationship for the long haul and creates a trust which will ultimately prove to be most beneficial for all involved.”

Film 73

Film Advertising Advertising Media 73

Autoklose

APRIL 8, 2024

That’s why it’s essential to find out whether you’ll be able to qualify this prospect and develop a meaningful relationship with them. It allows you to unearth and identify the prospects’ pain points through a series of sales questions. Aligning your prospect’s pain points with your solution can be an eye-opener for them.

Meeting 98

Meeting Objections Research Face-to-face 98

SalesFuel

APRIL 24, 2024

Anita Greenland, Brooks Group, suggests a few questions to ask yourself about the prospect. These, along with other qualifying questions , can clue you in if you should be pursuing their business. SalesFuel shares several effective methods, including the different types of questioning to use. a willingness to listen to you?

Hiring 116

Hiring Top of Funnel Sales Qualified Lead Face-to-face 116

Sales Gravy

JANUARY 23, 2024

Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. When a salesperson is genuinely curious, they ask questions that go beyond the standard script. It's about asking the right questions and then genuinely listening to the answers.

Pivotal 91

Pivotal Loyalty Engineering Lead Rank 91

Partners in Excellence

MARCH 5, 2024

Our relationship started as one of those very “tentative” LinkedIn relationships. Then he started sending me questions and views on some of my posts. They were really good questions, I enjoyed our correspondence. The question is correct: “ Why am I obsessed with selling?” Why Am I Obsessed With Selling?

Fashion 73

Fashion Study ACT Retail 73

Partners in Excellence

JANUARY 18, 2024

One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. As we spoke, it struck me how we revel in these questions. But are they asking us the right questions? Why shouldn’t we be answering those questions?”

Customer 118

Customer Revelation Buying Cycle Lead Rank 118