Are You Making This Classic Sales Conversation Mistake? It’s easy to say that you should add value to every encounter, but it’s quite another to offer you concrete ways of how to actually go about doing that. Our next series of posts does just that. The Most Common...
How to Add Value On Every Sales Call (& Why’s It’s Absolutely Critical That You Do) I recently delivered a session on The Sales Experts Channel on how to add value on every sales call and why it’s absolutely critical that you do. SEC is...
Do You Know The Three Magic Pre-call Questions? I want to make make every one of your sales calls massively more effective. All of them. For that reason I want to introduce you to the Three Magic Pre-call Questions. You should know the answer to each of these...
Wisdom from Julie Hansen at Performance Sales & Training. 5 things you must do in your discovery process Julie Hansen When the competition is stiff, preparation — and discovery in particular — plays a critical role in the ultimate success of your presentation....
March 18, 2015 By Deb Calvert Leave a Comment Common Sense Selling: Are You Really Assessing Your Buyer’s Needs? Somewhere along the way, we’ve forgotten the meaning of needs-based selling. Everyone in sales seems to agree, in theory, that selling solutions based on...
