Paul Cherry and Patrick Connor presented a sales questions and leadership questions workshop based on their Questions that Sell and Questions that Lead programs at The Snack Food Association's Annual Management Workshop in September.
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DorianTB voted on the following stories on BizSugar
Sales Questions and Leadership Questions training helps Major Food Industry Executives
Posted by DavidByers under ManagementFrom http://www.pbresults.com 5858 days ago
Change Partners and Dance: Get Clients to Reconsider Existing Vendor Relationships, by Paul Cherry
Posted by DorianKTB under SalesFrom http://www.evancarmichael.com 5859 days ago
Explore the value of helping your customers re-evaluate their existing vendor relationships, using questions that will guide them through the evaluation process.
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Love the One You're With: Strengthening Existing Customer Relationships, by Paul Cherry
Posted by DorianKTB under SalesFrom http://www.evancarmichael.com 5859 days ago
Like a marriage, a business relationship is always two-sided. Ever faced a situation where you thought your relationship with a customer was still going strong, only to find she's got her eye on a rival vendor? This article stresses the importance of salespeople nurturing existing customer relationships and asking questions that get to the heart
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Client Loyalty addressed in latest article to Imaging Tech Industry
Posted by DorianKTB under Customer ServiceFrom http://www.pbresults.com 5859 days ago
Imaging Spectrum Magazine's November 2008 edition features Paul Cherry's article “To Keep Buyers Coming Back, Don't Be Nice — Be Real” on page 40. In this article, Cherry reveals the secret of customer loyalty: customer engagement.
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The Neuroeconomics of Sales: How Buyers Really Decide - by Paul Cherry
Posted by DorianKTB under Customer ServiceFrom http://www.myarticlearchive.com 5859 days ago
Made Hot by: on November 13, 2008 11:18 pm
Research confirms what you've probably suspected: Buyers are deeply irrational beings. Studies show that even savvy buyers don't always make logical decisions about what they need and what's in their best interests; they often buy with their hearts first and their heads second. Here's how to effectively engage customers on an emotional level.
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Get the Stuck Sale Moving, by Paul Cherry
Posted by DorianKTB under SalesFrom http://www.eyesonsales.com 5859 days ago
Made Hot by: on November 13, 2008 11:18 pm
Fence sitters can take up inordinate amounts of a salesperson's time and energy, often with little to show for it. But some of the best customers are also slow to decide, especially in the early stages of a business relationship. Use this three-step approach to sort out real opportunities from dead-enders and get the sales process moving — or fig
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Value Selling: Getting Customers to Buy at a Higher Price - Sales - Paul Cherry
Posted by DorianKTB under SalesFrom http://www.salestrainingcamp.com 5861 days ago
Made Hot by: on November 12, 2008 5:35 am
Because customers often use price as the dominant factor in a sales negotiation, sales pros need to demonstrate that sometimes the higher price is actually a better solution — a higher value. Here's how asking the right questions and utilizing value-added selling techniques can help salespeople satisfy their customers without getting themselves c
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The Chameleon Approach to Sales Success - Sales - Paul Cherry
Posted by DorianKTB under SalesFrom http://www.evancarmichael.com 5861 days ago
If you're having trouble getting your business off the ground, allow yourself to be as changeable as a chameleon, willing to try putting a new spin on what you have to offer. Here's how to pinpoint and capitalize on what your customers really want, adapting your approach accordingly.
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Top Customer Sales Questions to Increase Profits in 2009 - Sales - Paul Cherry
Posted by DorianKTB under SalesFrom http://www.evancarmichael.com 5875 days ago
Made Hot by: on October 29, 2008 4:24 am
Some salespeople and managers think they'll keep clients happy by not ruffling their feathers with uncomfortable questions -- but customers can't solve problems they don't acknowledge. Here's how to show clients the bigger picture by asking them the right kind of probing questions, leading them to a happy new year of booming business.
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“Knowing your numbers is a fundamental component in the franchise sales equation but having a well defined franchise sales process in place to apply those numbers is essential to a successful franchise sales effort and to healthy franchise development” says Franchisor Coach Franchise Sales Direc...
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