How To Sell Using Social Media by Tom Abbott, Soco Selling from Tom Abbott, CSP

Success in prospecting requires a systematic process of locating potential customers which includes: Increasing the number of prospects Improving the quality of prospects Shortening the sales cycle by qualifying prospects The goal of prospecting is to build a prospect base, a list of current and potential customers. There are several sources of prospects. To name […]

Questioning Cheat Sheet: 10 Questions To Move A Sale Forward Here’s my questioning cheat sheet to help you move the sale forward. By asking your prospect the right questions, you can find out exactly what they’re looking for and what’s in the way of them saying ‘yes’. These questions will help move them down the […]

The Qualities of the Great Sales Professional Do you have the qualities of a great sales professional? What other qualities make a great sales professional? These are the qualities that would make a great sales professional: 1. Mindset Can take rejection after rejection and instead of getting discouraged, focuses on how to get the next one […]

Making compelling demonstrations of how your product can help prospects overcome their challenges by effectively using proof devices. The sales demonstration is a time-proven strategy that strengthens the presentation by attracting the prospect’s attention, stimulating interest, and creating desire. Few do it better than those working in home improvement. Several years ago, I attended a […]

Running a productive and profitable sales department depends on having the right employees with the knowledge they need to do their jobs effectively. In order to get the most from your sales team, the members need to be continually updating their selling skills. This is true whether the person is a long-time team member or […]