SALES PRO INSIDER BLOG
Join Us Friday, June 19th – Forget High Pressure Scare Tactics: 3 Simple, Collaborative Steps to Close Sales
Forget high pressure scare tactics in your selling efforts. They don’t work and are unnecessary. What does work is framing the sales “close” as the culmination to a productive, collaborative conversation. Collaborative closing ends with a specific commitment, action, or decision each and every time! The good news is that...
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Powerful Virtual Sales Conversations: Preparing Yourself Before the Conversation
With more virtual sales conversations occurring these days than ever, what can you do to make sure that you maximize the productivity and the efficiency of your efforts in that conversation, in that sales opportunity? In a previous video, I shared what you can do before a conversation to help the buyer be ready and have expectations for the...
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Powerful Virtual Sales Conversations: Preparing Buyers Before the Conversation
Virtual selling is here. Are you ready? Are you nervous? Have you already mastered how to do it well, or are you still in the trial and error period? Well, have no fear, my next set of videos is going to be giving you practical and actionable tips to be most productive and efficient in your selling efforts. Let’s Start with a Question Over these...
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Memorializing Our Heroes
A holiday weekend is ahead…and I often forget it’s not about weekend barbeques or the “official” start of summer in the Midwest… nope, it’s about our freedom. And while many of us aren’t feeling very free during our times of COVID, we are free in the ways that really matter. I wrote a post in 2009 about Memorial Day. Never could I have known what...
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What’s Your Mindset Around Virtual Selling?
Here’s a number to pay attention to… It’s estimated that 90% of sales conversations are happening virtually these days and that though skepticism remains, many people, more than 50% believe that this mode of selling is as effective as our old practices. Interesting isn’t it? That though many people have been thrust into a virtual selling...
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Join Us Tuesday, May 12th for Virtual Selling; Concrete Results – Do’s and Don’ts for Selling in a Virtual World
How are you adapting to working from home and conducting most of your meetings over video conferencing? Maybe this is nothing new and you figured out how to do this well a long time ago. Or maybe you’ve run into a few hiccups along the way, or simply wonder if there are best practices you could use to make these virtual sales conversations...
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Ditch the Pitch to Stop Prospects from Running
What’s your pitch? Or what’s your sales pitch? Those questions give me the heebie jeebies. Why? Because if we’re not on Shark Tank, they’re typically not asked from someone who is really interested in what we’re offering… Premature Pitches Are a Waste of Time I’ve long proposed we need to ditch the pitch because pitching...
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Make the Right Call Now to Win Business Later
Have you heard the saying, “People don’t care how much you know until they know how much you care?” Now is the time that we should be keeping that mantra in mind as we proactively use these next weeks to reach out to people and set the stage for helping them, strengthening our relationship with them, building trust, and earning the right for...
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Join Us Friday, April 3rd to Unlock the Secret to Connecting With People: Speak Their Language and Win Their Trust
Conversations with buyers convert leads to clients easily when you focus on the information exchange needed to gain confident decisions… You learn about their problems, opportunities, wants, and needs (POWNs). They learn about how your product or service can address those POWNs. And with that discovery, trust, the right price point...
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Are Your Clients Receiving the Best “You” During This Crisis?
Greetings! Please picture yourself sitting on a really comfortable airplane seat, getting yourself all settled in as you’re excitedly thinking about the fabulous destination you’re going to and the wonderful things that you’re going to do there. Got yourself seated? Just snuggle in because those seats are so comfortable. As you’re getting...
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