Posted on May 13, 2013
There are (2) comments
Nobody wants to give out price concessions if they don't have to, but too often it is the only tool sales people have to work with. How do you tackle this issue in your company?
Do you actively develop value propositions aligned with your...(more)
Posted on February 13, 2013
There are (2) comments
We all face challenges in our jobs. What are the biggest sales issues you are facing this...(more)
Posted on January 16, 2013
There are (1) comments
What is your go-to line when a prospective customer turns you down? Do you push forward, walk away, or something else?
How do you train your sales team to handle potential...(more)
Posted on December 4, 2012
There are (3) comments
What is your Sales Process? Is it in line with your potential buyer's decision making process?
Do you have a formal sales process your entire company uses or have you created your own?
Is your sales process working well for you? What is...(more)
Posted on November 13, 2012
There are (1) comments
Professional sellers focus more on opening sales than they do on closing sales.
What do you do to prepare for your first discussion/first impression with a potential customer?
What type of research do you conduct?
Do you...(more)
Posted on October 9, 2012
There are (1) comments
How much to you prepare prior to a negotiation? Do you walk in knowing what you are up against and feel confident in your own position?
In her recent article, Deb Calvert presents Ten Ways to Prepare for a Tough Negotiation. ...(more)
Posted on September 11, 2012
There are (3) comments
Deb Calvert, Sales Expert Panelist & President, People First Productivity Solutions, just posted an article on our blog titled 'You Are the Ultimate in Added Value'.
In her article Deb talks about how, in selling, the term “value added”...(more)
Posted on November 10, 2011
There are (1) comments
Tim is a regional sales manager for a manufacturing company. He prides himself on his ability to land those big accounts and has a great success rate. He spends most of his time on the road maintaining great relationships with his...(more)