BizSugar.com › User › SellBetter › Voted

The strategic opportunity review is a great tool for helping to build a deal winning strategy. But spending too much or too little time resolving concerns can result in lost opportunities that otherw Read More

Everyone knows that the top 20% of salespeople generate 80% of the results. This is a surefire plan to not be bothered with the pressure of getting results or having to carry the bottom 80%. Here’s h Read More

With the right contact strategy, you don't have to worry about how many times you reach out to a prospect, you can focus on the Right time. Without timing and the right message, you'll be forgotten Read More

ales effectiveness is a tricky blend of autonomy and discipline. It is a combination of art and science, and effectiveness means you need to when to exercise each. Effectiveness is striking the right Read More

Social selling seems like a silly label to put on any sales concept. Any sales person’s natural reaction would be, “no kidding.” Many of your “fluff” meters just sounded the alarm. And my battle hard Read More

Where are you "headed"?

A couple of years ago, I had this “Sales Taxi” idea pop into my head. It carries a double-meaning... Read More

Everyone wants to keep their clients, especially their key accounts. But not everyone deserves to keep his or her key accounts. Do you want to create loyal clients? Ask yourself these questions (no lie, this is going to sting a little . . . maybe more than a little). Read More

Everybody talks about how important listening is in sales, but the real measure is how well one understands. Most sales people practice selective listening, which does not always lead to really "hearing" and understanding the buyer and they buyer's objectives. Read More

If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. Read More

What do you do?

How do you respond to this question? Do you provide the standard name, position, company response? …or do you reel off a “complex-corporate-techno-speak explanation?” Some people freeze like a child caught with their hand in the bag of Oreos.

I think a lot of people get confused. On one end, I see people who... Read More