Search Results for: active listening

Active listening: a forgotten key to sales success – A STC Classic

Asking questions, however, is not one-way … often the best questions are ones that build on prior statements – resulting in a sales call that resembles a business conversation with a smooth flow between those participating. So, active listening is a key to sales success, too. Continue reading

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Active listening – a forgotten key to sales success

When talking about sales skills, the first thing that comes to mind for many is asking questions. Rightly so. Asking questions, however, is not one-way … often the best questions are ones that build on prior statements – resulting in a sales call that resembles a business conversation with a smooth flow between those participating. This article provides techniques for sales people to improve their listening skills.

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Listening – the forgotten twin of sales success

Active listening is key to sales call success – best practices to help salespeople do a better job listening. Continue reading

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Sales excellence – listening is not a spectator sport

Active listening is critical to sales success. Here are 7 active listening best practices. Continue reading

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5 tips to start listening before a sales call begins

In successful sales calls, active listening in sales calls starts before the sales call begins. Continue reading

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Why sales people talk too much … and what to do about it

Sales people talk too much in sales calls. Ask any sales manager, and they’ll tell you how true a statement this is. This article shares techniques for addresses this problem, including – thinking ahead, pre-call planning, rehearsing parts of the call, and active listening. Continue reading

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Features and benefit selling – a new look at an old friend

Most large companies in the B2B market space have a substantial range of capabilities. Because of the breath and depth of the capabilities and product portfolios even existing customers often have an incomplete view of how their selling partners can be of help. They think only in terms of the support they presently receive. In the end, the potential value can only be seen when the customer makes the link between their partner’s capabilities and their mission, priorities, and challenges.
The first step in achieving that goal is developing a comprehensive understanding of the customer’s needs which is why asking questions and active listening are such important core skills. The second step involves talking about your capabilities in a way that helps the customer make the connection between their needs and your capabilities. A distinction that can be useful in helping make that connection is the one between Features and Benefits.
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Winning complex sales – fundamentals are more important than ever

There are performance fundamentals required for winning the complex sale, ranging from core performance skills like: asking questions and active listening – to competencies like: identifying and qualifying leads.

In this post we examine why the fundamentals are more important than ever and put a spotlight on three high payoff areas that warrant increased emphasis.
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Product pitches – nothing dies harder than a bad idea

Product pitches in sales is old news. Rather, have a dialogue about the value of your product versus a monologue about the features – engage in a business conversation versus delivering a product pitch. Continue reading

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Consultative selling and selling consultatively – don’t confuse them!

Consulative selling and selling consultative are not the same. In 2015 and beyond your sales team will need to be able to sell consultatively at a very high level of competency in order meet customer expectations and to differentiate you from the other guys who have gotten the message. Continue reading

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