Asking Better Sales Questions
Of all the things that you can do and say when you are talking with a customer, there is none that even comes close to the power of asking a good question. It
stands alone, apart from every other tactic, as your single most powerful sales tool. Nothing even approaches it... [read more]
Just Listen!
I recently came across some
research that confirmed what many of us in the profession of educating sales people have known for years: That purchasers would be “much more likely” to buy from a sales person if that sales person would just “listen” to the customer. The survey found that some of the worst offenders were experienced sales people.
...Wow! If there is anyone I wouldn’t want thinking I was a poor listener, my customers would be...[read more]
Sales Leader’s Q&A: Setting Goals in a Difficult Economy!
Without a set of goals, everyone naturally defaults to
unfocused, scattered behavior. The issue is how to create a “reliable” goal. Here’s my suggestion. When you create your goals for the year, note the assumptions ... [read more]
Are There Best Practices for Sales People?
All this time I thought I was pretty good, in my own self-taught, learn-on-my-own sort of way. I guess I really didn’t have any
standard. But I almost always painted by myself and had only my own opinion. I thought I was pretty good compared to what I thought was good... [read more] You learn to sell better one small step at a time. We immerse you into a best
practice of the best sales people by one email a week.
In the course of a month you:
- Listen to a
podcast
- Watch a video
- Read a blog post
- Do an application exercise
- Talk to your peers and manager about the experience
The result? Improved results with minimum effort.
Where Does Your Business Fit in God’s Economy?
Since work is so important to God, when he made man, he made him to be a
worker. Notice that before he created Eve, before there were spouses and families, before there was “church,” before there were prophets or priests before there was Scripture, there was work. God gave Adam a job before he gave him a spouse... [read
more]
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