sales tips Archives - Page 38 of 39

sales tips

Selling from Purpose (Issue 614)

In which we are encouraged to define our purposes clearly, therefrom to guide our sales work. Read more »

Taken for a Fool (Issue 605)

In which we are reminded to be a little skeptical about what we hear from our prospects and customers. Read more »

How Will I Know? (Issue 601)

In which we are reminded to understand our buyers’ criteria for making a change before pitching ideas or solutions. Read more »

Reasons We’ll Never Understand (Issue 586)

In which we are reminded to be a little careful before “doing someone a favor.” Read more »

Wide of the Mark (Issue 582)

In which we are reminded to sell at multiple levels in larger organizations, not just at the business owner or “C” level. Read more »

Take What the Defense is Giving (Issue 574)

In which we are reminded to pursue issues in which our prospects / clients are interested rather than the issues in which WE are interested. Read more »

Balance (Issue 566)

In which we are reminded that specific, focused objectives will help us sustain our effort and maintain our balance when managing account relationships. Read more »

Hold That Thought (Issue 563)

In which we are reminded that, during client presentations, we should answer client questions briefly before asking them to “hold your thought until we get to that slide.” Read more »

Conversation Bridges (Issue 555)

In which we explore questions to get beyond small talk. Read more »

Where Do You Feel the Pain (Issue 554)

In which we recommend questions that ask specifically about performance rather than asking “where does it hurt?” Read more »