Articles Tagged - BusinessDevelopment

June 10, 2014

The Great Divide Between You & Your Customers

Take a look at your sales process & find where it gets stalled.

In sales, we are experiencing an embarrassment of riches and yet we are impoverished.   Just look around the offices of most sales organizations. You'll see computers, telephones with headsets and auto-dialers, mobile devices, CRM systems, and numerous apps and software programs that support selling activities in every conceivable way.   Needing to beef up a particular skill? Well, take your pick of the myriad of training programs, seminars, books, podcasts and other resources that are easily...Continue reading

By Deb CalvertPosted in Sales & Business Development on June 10, 2014

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March 13, 2014

To Engage Your Buyer, Sequence Your Questions Properly

15 Questions Sales Professionals Should Be Asking

Are your questions drawing your buyer closer to you or making your buyer back away from you? It may depend on the order in which you are asking questions. Adjusting the sequence of your questions can make a difference in how the buyer responds.    Early in a buyer/seller relationship, questions that seem sales-focused cause mistrust. A buyer recoils when questions seem to be some form of entrapment. By contrast, buyers open up and trust develops when a seller starts with buyer-focused...Continue reading

By Deb CalvertPosted in Sales & Business Development on March 13, 2014

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April 9, 2013

Is Your Sales Pitch Working? 6 Steps to Open More Sales

Learn to differentiate yourself from other sellers and develop new customers.

By Deb Calvert, President, People First Productivity Solutions I’ve met and worked with over 10,000 sellers in my career. I can only remember two who truly loved the work of genuine cold-calling. In the past few years, sellers seem to like cold calling even less. That’s because empowered buyers see fewer reasons to accept cold calls. In fact, buyer research says that buyers would prefer not to interact with sellers at any stage of the buying process.   That news is both sobering...Continue reading

By Deb CalvertPosted in Sales & Business Development on April 9, 2013

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