Abraham Lincoln was a skilled orator who eloquently wrote many of his own speeches. He mastered the art of interpersonal communications several decades before the term “interpersonal communications” was coined. It wouldn’t be a stretch to credit Lincoln as one of history’s greatest communicators. But of all the communications techniques he so successfully employed, there […]
The more confident and comfortable you become in your pricing – including your price increases – the less likely you will be to devote precious effort and energy to worrying about your pricing. That effort and energy is better spent on showing your customer how the value of your product or service meets their needs […]
While price has moved to a more prominent position in all sales, it still remains central primarily in transactional sales. In major sales, while customers may be more price conscious than in the past, value remains the cornerstone to successful selling.
Now, more than any other time in our recent history, is as important that we find ways to stay positive — no matter what. In these uncertain economic times, your success depends on your mindset, not on the economy or on the marketplace. When you maintain a positive attitude, even in the face of perceived […]
Because of the complexity of the negotiation itself and the significance of getting it right, the actual plan for a major account negotiation must be developed with care. In any major account, if the sales team does not develop a well-conceived and coordinated negotiation plan, they are playing Russian roulette with the long-term relationship with […]
Have you ever wondered why you seem to hit it off right away with some customers, while with others it’s more like oil and water? That’s because we respond intuitively to the natural chemistry, or lack there of, between temperament styles. Our temperament style not only determines our behavioral traits, body language patterns and buying […]
The dates marking the starting and ending birth dates for the Millennials varies by what you read, but the most referred to is the mid-1970s and the early 2000s. The largest generation since the Baby Boomers, the Millennials will have a huge impact – socially, economically, and even on sales training!
When it’s all said and done, good networking can lead to career-long relationships. This means you might take care of clients together, create referral opportunities and find complementary products. Gaining exposure to others’ networks will increase your opportunities.
If you can’t land the customer at the profit margin your business plan is built upon, then that particular customer is not worth having. Think I’m crazy? Run the numbers over the long-term and you will see what I mean. To avoid being in the situation where you feel desperate to get a sale “at […]
Selling is a complex discipline involving many kinds of activities. Some are customer-facing (e.g., making a presentation). Others are background activities (e.g., researching the customer). In that complex array of activities there are innumerable qualities that make someone a top performer. This analysis focuses on six best practices which can be observed and then trained […]