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Posts Tagged ‘selling

Article Contributed by Tami Stodghill If your goal is to make a million dollars, then you mastermind with millionaires. If your goal is only to make $50K a year, then align yourself with people who make $50K a year. It’s true. There is a reason those people who are immensely successful are. They are involved [...]

This may be the worse economy in decades, but it’s where true entrepreneurs really shine. This is the time when your customer needs you to most. Learn how entrepreneurs can thrive in down economies.

22Sep

The P’s and Q’s of Public Speaking

Posted by Alan Fairweather in Communication Skills

Avoid the pain Which would you prefer – root canal dental surgery without an anaesthetic or a bit of public speaking? According to the people who research these things, most of us would prefer the former. Public speaking is still one of our greatest fears and it turns grown men and women into nervous wrecks. [...]

To sell value and develop a relationship-selling environment, you need to become a strategic partner who can bring value to the entire relationship, right from the start. Spending more time in the up-front phases of the sales process to build rapport and trust and to properly qualify your prospect to understand their needs, will make the next steps in the process go much easier and quicker.

05Jan

Runaway Sales Calls

Posted by Russ Lombardo in Sales & Marketing

I was in one of those memorable events once along with one of my resellers, in a previous life. Since we only sold through the dealer channel (i.e., value-added resellers), I was there representing the software vendor I worked for at the time and supporting our reseller. So I let the reseller run the meeting. Sounds innocent enough. Yea, Right! The client had about four or five people in the room and were very polite and cordial. And then they brought in Hans, their “technical guru”. (Seriously, that was his name – Hans) That’s when things changed for the worse.

Nevertheless, when it comes right down to it, who gets the ‘ax’ when the revenue numbers aren’t achieved? Who gets fired when the territory doesn’t hit quota? Who gets kicked to the curb when the big deal goes to a competitor? The SALES REP!!

08Dec

Dead Man Talking

Posted by Russ Lombardo in Sales & Marketing

If you are in sales and you just keep on talking instead of listening, you’re a DEAD MAN! Well, not literally, I hope. But as far as getting that sale, you might as well be walking among the non-living because chances are you won’t win over that client. They say that if you cross Selling [...]

Most sales people know that they need to develop a relationship with their clients. If they don’t know this in today’s society and business climate, then they are probably living in a coal mine in Tibet. However, what they may have difficulty with is knowing what to do to develop that relationship and how to [...]

17Oct

Fighting the Saw-Tooth Effect

Posted by Russ Lombardo in Sales & Marketing

Is this a familiar scenario? You’re this close to landing the biggest deal you ever encountered. The solution you are pitching is nearly one hundred thousand dollars and will keep you busy the better part of the long Winter months ahead and possibly into the Spring. You planned about 4 months worth of consulting and [...]



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