Tag Archives: sales roadmap opt-in

While a person’s inherent creativity, charisma, and personality can be all it takes to close a sale on occasion, possessing solid sales fundamentals is what enables someone to perform well consistently. Besides having the right personality for the job, effective selling requires the ability to follow a proven process, and that is what a sales […]

Small business owners play a lot of different roles inside their companies and being the salesperson is one of them. When speaking to entrepreneurs I hear common misconceptions from them around sales. These ‘myths’ are holding them back from success with their company so in this week’s podcast I debunk the common small business sales […]

The book, The Challenger Sale, was first published less than a decade ago and quickly became the topic of discussion because of its positioning as anti solution selling – a methodology vastly adopted by organisation around the world. Also Read: Using the Agile Sales Methodology to Manage Teams Solution Selling – The Four Essential Steps of […]

Too many sales professionals think they need to do all of the talking when meeting with prospects. They tell them everything about their product or service. They dominate the conversation, leaving little time for the prospect to share anything about themselves or what they’re looking for. The end result is usually the sales person talking […]

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 […]

Understanding the decision-making process: Understand how the decision-making process (and buying criteria) differs between B2C and B2B customers. Are you selling to businesses or individual consumers? If you don’t think it makes a difference, think again. There are naturally more consumers than businesses, but they purchase in lesser volume than organizations. Businesses tend to be […]

Good morning from Bangkok, Thailand. It’s been an exciting 2 days bringing the Soco Selling methodology to a team of Thai speaking sales representatives in Bangkok. Our Thai sales trainer Sasivee has done a wonderful job engaging the team with funny stories and activities. Just check out this video of her telling a funny story […]

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