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Are Your Sales People up for the Challenge?
Take my free 20 question test and see how many of your salespeople can really sell, or if they are costing you money. The "Are You Salespeople Up For the Challenge" TestRecent Comments
- Andrew Haddleton on Sales Skills- The Secret that Removes the Stress of Selling
- garry klajman on A sales management technique that doubles productivity
- Paul O'Donohue on Learning Sales – Self Leadership – Part 1 – How truly productive are you?
- Michele Prigge on 2 Key Elements Of Successful Cold Calling
- Garry Klajman on Sales Management: 2 Steps for Sales Managers to Get Their Boss’s Attention
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Monthly Archives: August 2009
Selling Skills – How Do You “DO” Rapport?
Selling Skills – Building Rapport “Our success, if not our very survival, hinges on consciously creating an environment that unconsciously speaks trust.” TEC Speaker Stephanie Shipper. If you asked most people how to establish rapport with another person, they will tell you that to do so they need to find something in common with them. To have something in common is defined as “sharing equally with another or others”. We have been taught that in order to identify something in common with another person, we need to ask them questions about themselves and compare their answers with our own experiences. … Read more
Sales Skills – A Rabbinic tale about rapport
Sales Skills: Tales of Rapport “Go my precious son. Go and learn the ways of the people from the east” The King told the Prince. “Listen and learn and bring back with you those things that will enhance our land. Bring back knowledge and technology. Bring back wisdom.” And with that the King bade his son goodbye and off the Prince and his entourage went to the kingdom of the East. After 1 whole year the king had not heard from the prince and he so sent one of his courtiers off to the East to find him. After a … Read more
Professional Sales Coaching Part 1 – What is the most productive thing you can do as a Sales Leader?
Professional Sales Coaching – Learning to be More Productive PART 1 – What is the most productive thing you can do as a Sales Leader? This is an article focused on self leadership and your own individual productivity, which is a vital component to driving the sales revenue production of your sales team. If you sought professional sales coaching, this would be a large focus of what you’d work on. One of my first business teachers and mentors, Tom Hopkins of ‘how to master the art of selling” fame, would often quote the affirmation; Hopkins “I MUST DO THE MOST … Read more
What Exactly is Rapport? Selling Skills
Selling Skills – Developing Rapport is Critical to Selling Success “Rapport is the collapsing of barriers between two individuals” Unknown “ Can’t we just skip all this basic greeting stuff and get on to closing the sale, that’s where my people have problems selling?” a store manager interrupted during one of my training sessions on “effectively approaching the customer”. “Its not about closing the sale…its about opening the relationship” I responded, “If the customer doesn’t like you or trust you they won’t buy from you. Sure there are those exceptions when people want something, and you have it, then they’ll … Read more