Category Archives: Rainmaker Series- Becoming a Top Sales Professional

Digging Deep – The Power of the Right Questions

Digging Deep – The Power of the Right Questions   Many salespeople invest significant time and energy refining how well they can persuade their customers in order to make a sale.  In fact, it isn’t force or charisma that convinces customers to buy – it is helping the customer be internally convinced him/herself by asking […]

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VALUE DRIVERS: BEHIND THE WHEEL OF YOUR SALE

Value Drivers: Behind the wheel of your sale – It is painfully obvious to sales professionals when their pitch is engaging the customer, and when it is falling flat.  To create meaningful conversation around your products and services, be aware of your customer’s “value drivers.” Value drivers are what the customer considers to be most […]

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BEYOND “GREAT JOB!” – EFFECTIVE ENCOURAGEMENT

Beyond “Great Job!” – Effective Encouragement In a well-known publication on success and leadership, the author asserts that leaders should, “begin with praise and honest appreciation…Praise the slightest improvement and praise every improvement. Be hearty in your approbation and lavish in your praise…,” and “use encouragement.” If this sounds a little over-the-top to you as […]

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OBSERVING SALES CALLS – “THE MOMENT OF TRUTH”

Observing Sales Calls – “The Moment of Truth” For both the Sales Manager and Salesperson, an observed sales call can be stressful. However, with the correct approach, this “moment of truth” can be a beneficial learning experience for both parties, and strengthen the relationship between the manager and salesperson in the process.   There are three […]

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Turning the “No Interest” Customer into “The Process Continues Sale”

Turning the “No Interest” Customer into “The Process Continues Sale” Like pulling a rabbit from a top hat, converting “no-interest” customers into clients may seem like a magic trick that creates something out of nothing. I recommend gently coaxing the rabbit (or client), rather than using a hard tug on the ears! If you approach […]

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