The Power of a Testimonial Library You are surfing the clothing offerings of an online retailer. You know your size, but without a dressing room, how will you avoid a bad purchase? Most of us head straight to the reviews and what ‘people are saying’ section. In the age where the internet floods every market […]
Rainmaker Series- Becoming a Top Sales Professional
The Power of WHY – From a Customer’s Perspective
You’ve probably heard it suggested that, when it comes to buying, we’re all walking around listening to the same radio station, WIIFM, which stands for “What’s In It For ME?” As a sales person, though, the most important question you will ever be asked is… “Why should I do business with YOU?” The key word […]
Opening The Call!
Opening the Call! Opening a Call with a customer is an A.A.R.T.! This isn’t a typo, but a method for mastering a critical juncture in sales communications. One area where strong salespeople have the upper hand is in how they transition effectively from rapport building into discussing business. A.A.R.T. is an easy set of steps that […]
The Power of Sending Agendas!
The Power of Sending Agendas! You arrive to your first appointment with a new client, well prepared and enthusiastic. Small talk is exchanged for a minute and suddenly the client stops, looks you straight in the eye, and demands, “So, what’cha got for me?” This scenario can throw any collected sales professional off his or […]
Doing Research Prior to a Call – The Big Differentiator!
Doing Research Prior to a Call – The Big Differentiator! Imagine it is your first call to a potential customer and the first question you ask is: “Mr. Smith, please tell me about your business.” What message does that communicate to the potential customer? You won’t believe how many salespeople start their calls this way. […]
Sales Managers – Why you’re NOT creating value for your company by being a Super Closer.
Sales Managers – Why you’re NOT creating value for your company by being a Super Closer. Allow me to explain. We work with large building industry manufacturing companies. When we explore how time is invested when managers travel with their teams, it’s almost always the case that managers travel with a sales person because an […]