Sales Gravy
DECEMBER 16, 2009
Ironically, when corporations bring me in to speak at conventions on how to boost customer retention, I often find that theres been little or no professional training for employees about personal image.
Sales Gravy
DECEMBER 16, 2009
Rather than describing yourself in terms of a generic label, you can instead refer to the ultimate benefit that you deliver. If you sell liability insurance for example, you could describe your service in terms of reducing risk for business owners.
Sales Gravy
DECEMBER 15, 2009
Stories about your personal experiences with your products or services give you tremendous credibility. When I bought a mountain bike at Ridleys Cycle in Calgary, it wasnt because of a brochure that described the bicycles features.
Sales Gravy
DECEMBER 14, 2009
Years ago I heard the story of a 70-year-old woman who lifted a car off her grandchild and saved his life.
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Sales Gravy
DECEMBER 14, 2009
So what to make of weaknesses? Should we just throw in the towel and give up? NO WAY! We can win the war against weaknesses.
Sales Gravy
DECEMBER 14, 2009
I am not offering specific steps a salesperson can do to alter a customer's behavior. Rather, I'd like to focus on the steps a salesperson must take in how they view their role in the sales equation.
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Sales Gravy
DECEMBER 14, 2009
Ask direct, specific questions that require your prospect to either commit to whats next, or that get your prospect to reveal that the sale might not go through (I know you hate to hear that, but its better to find out sooner rather than later).
Sales Gravy
DECEMBER 14, 2009
Body language, vocal pattern and vocal pitch principles apply to the negotiation phase of the sales process as well. Conveying a negative message during negotiations could kill a perfectly good deal!
Sales Gravy
DECEMBER 14, 2009
For years Ive warned companies that this day would come. It had to. It was inevitable. The price of labor, raw materials, and overhead was going up. Eventually, those increases would have to be reflected in the price of goods and services.
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Sales Gravy
DECEMBER 9, 2009
As the economy struggles and household incomes fall, mompreneurs are picking up the slack. How can these busy, busy women win the constant battle for time? Its all about making connectionsand here are a few tips on doing just that.
Sales Gravy
DECEMBER 9, 2009
Its easy to connect with clients when things are going well. But when conflict arises, well, thats when connectors truly earn their stripes.
Sales Gravy
DECEMBER 4, 2009
Most of us are easily sidetracked by distractions disguised as work activities. When we have a clear understanding of where each activity fits into our priority hierarchy we know which to do first, second and third.
Sales Gravy
DECEMBER 4, 2009
Discuss preferential treatment with the TCO suppliers. Purging high cost suppliers saves money. We thus have an economic motive to increase our spend with a low cost supplier. Whats in it for them?
2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
Sales Gravy
DECEMBER 4, 2009
Pretend that every single person you meet has a sign around his or her neck that reads, Make me feel important. This was the life philosophy of Mary Kay Ash, the well-known cosmetics mogul.
Sales Gravy
DECEMBER 1, 2009
Undoubtedly, the business owner is always the best sales person. It is very difficult to find a sales person who is as knowledgeable, passionate, and emotionally invested in your business as you are.
Sales Gravy
DECEMBER 1, 2009
I also believe that we all have choices in selecting those that are closest to us our circle of influence. This applies to the business environment as well. We are extensions of our clients, and they are extensions of us.
Sales Gravy
DECEMBER 1, 2009
I personally believe that the process of holding a core group of people responsible for revenue generation to grow an organization is antiquated. Instead, accountability should be pervasive throughout the organization.
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Sales Gravy
NOVEMBER 17, 2009
It's easy to let your sales pitch get tired. To sell today, you need to perform at your peak. It's time to ditch that worn out opening; get rid of that boring laundry list of features and benefits; and punch up that same old close.
Sales Gravy
NOVEMBER 17, 2009
Millions are spent on advertising and marketing yet some companies don't realize that most sales transactions of any size result from human contact. While the first company avoided the cost of answering their phones, the second got my business.
Sales Gravy
NOVEMBER 17, 2009
Whether in a face-to-face meeting or over the phone, the salesperson must take the time to engage the customer early on. The key with the early questions is to not blatantly ask, What other products or services would you be interested in?
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Sales Gravy
NOVEMBER 16, 2009
Think about the tremendous advantage you would have as a baseball manager if you knew the opposing team's signals and were able to anticipate their game plan.
Sales Gravy
NOVEMBER 16, 2009
Mister Rapid Fire never heard of the 80-20 rule where the prospect does 80 percent of the talking and the salesperson 20 percent. Frankly, I think the rule, while a good guideline, is a bit difficult to observe especially on a first call.
Sales Gravy
NOVEMBER 11, 2009
Many people use LinkedIn as a way to get introduced to others through their network. There is another way to use LinkedIn. And that's to use it as a "people finder" It's just another way to leverage this powerful tool.
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Sales Gravy
NOVEMBER 11, 2009
"Then under what circumstances would you define yourself as a failure? I don't mean a failure at life but let's say that you consistently fail to achieve the goals you've established for your physical fitness.
Sales Gravy
NOVEMBER 11, 2009
Here's something to consider: The next time you have to make a presentation in front of a panel, prepare the content as usual and then set it aside. Spend time practicing the dynamics of making the presentation.
Sales Gravy
NOVEMBER 5, 2009
Recently a client called me and said, "Kim, my customers aren't taking me seriously on the phone or in person." My eyebrows went up. Then she said, "I've reviewed everything.my sales materials, my eye contact, handshake.
Sales Gravy
NOVEMBER 5, 2009
If your salespeople are really looking for the six-figure (and potentially seven-figure) sale, have them read the company's quarterly Earnings Transcripts (if the company is public). Every quarter, public U.S.
Speaker: Michelle Vazzana
Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?
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