Personality Types in the Workplace

We continue our four-part series on personality types in the workplace with the third category: The Thinker. As the name implies, this type of buyer tends to over analyze everything and therefore requires an extra dose of patience, especially if you are a type-A personality trying to get them to make a quick decision. This … Understanding Personality Types in the Workplace: Part 3, “The Thinker”

You have arrived to your sales appointment on time. You are well-groomed and have prepared a solid, gee-whiz presentation on your iPad. After building rapport, you have listened earnestly to the buyer’s responses to your smooth, guiding questions instead of talking the prospect to death. Things are going great — until you try your close. … Determining the Closing Point: Learn to Recognize the Buyer’s Shift

Much has been written about the best things to say to close sales. Plenty of that advice is solid and works just fine, so I recommend that salespeople study as much as possible in order to learn new techniques for improving their results. Of equal or greater importance in closing sales is knowing how to … Watch for Non-Verbal Cues to Help Close the Sale

One of the most important tools for a company seeking to become customer-focused, instead of product-focused, is customer relationship management (CRM) software. For many businesses, CRM software is their central platform for customer data, marketing campaigns, customer service notes, sales forecasting, and pipeline management — forming the core of all sales activities. With so many … 3 Questions to Ask When Choosing a CRM Software Solution Provider

Sales trainers love buzzwords. From the ubiquitous “trusted advisor,” to the (thankfully) retired “interfacing,” to the relatively new “challenger sales” and “insight sales,” it seems that there is always some new term that pops up that promises to revolutionize sales and wash the slate clean of the old methods. A bit of critical thinking reveals … Solution Selling: Beyond the Buzzword

For salespeople coming from the B2C (business-to-consumer) world, B2B (business-to-business) sales requires adjusting and adopting a slightly different skill set. The high dollar values involved usually make the extra work worth it, but also makes B2B sales even more competitive than B2C sales. Here are some top sales tips for new B2B salespeople. 1. Dress … Top Sales Tips for New B2B Salespeople

Social media selling might seem obvious for business-to-consumer sales. After all, all you have to do is offer a discount coupon or conduct a fun contest to guarantee interaction, which if handled correctly, can lead to greater sales. In B2B sales, some of which deal with amounts in the tens of thousands or even millions … How to Leverage Social Media in B2B Sales

When deciding what to look for in sales training companies, make sure that one of the offerings is private coaching.  In the sales training hierarchy, individual coaching tends to be the least utilized methodology due to its perceived cost and time commitment. And while it is true that private coaching requires a bit of both, … The Power of Personalized Sales Coaching

If there is one common dominator in sales success; one approach which is so foolproof that is should be etched in marble monuments and made the first thing anyone learns before even thinking about becoming a professional salesperson, it is the sentence below. Are you ready to learn THE BIG SECRET, the one which top … The Best Way to More Sales is…

How would you like to make more money — right now? Of course you would. Most salespeople dream of getting more sales and bigger commission checks. But I bet you one thing: most of them are simply not contacting enough people to make this happen. Or, they are not contacting the prospects they do have … Amplify Your Contacts to Get More Sales