small business sales training Archives - Page 18 of 21

small business sales training

Varying the Mix (Issue 575)

In which we are reminded to vary the pace, style, and focus of our questions to maintain energy and engagement during sales calls. 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 »

Communities of Attraction (Issue 573)

In which we are reminded that developing communities is critical to attracting new clients. Read more »

Under Pressure (Issue 569)

In which we are reminded that our success in sales depends, to a great extent, on practice and repetition. Read more »

The Subway Strategy (Issue 567)

In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them. Read more »

It Ain’t Me Babe (Issue 564)

In which we are reminded that, when we’re asking people for referrals and introductions, it’s best to say specifically who or what we’re looking for. 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 »

Two Months Free (Issue 560)

In which we are reminded that cutting price (at least without being asked) is not a strong strategy for dissolving clients’ purchasing roadblocks. Read more »

Softening Up Sales (Issue 559)

In which we learn from brilliant event planners how to prepare and engage prospects and customers. Read more »

Scary Specifics (Issue 558)

In which we are reminded to provide credible, specific consequences and benefits to action when we’re playing the “fear and uncertainty” card to book an appointment with a prospect. Read more »