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Colletti-Fiss, LLC is a consulting firm that helps management make decisions about programs that increase sales results. We focus on three areas of sales effectiveness: sales jobs design, sales performance management, and sales compensation planning.SalesProCentral
Tag Archives: face-to-face selling
Sales and the art of chitchat
In sales situations – from initial sales calls; to social interactions with new customers, existing customers, or prospects; to networking – sales reps must succeed at chitchat. But few of us are – here are 5 techniques to help salespeople improve their sales chitchat. Continue reading
Get your elevator speech right – it matters!
Elevator speeches are opportunities to advance the sale. This means that sales reps should plan ahead so they are prepared when opportunities for elevator speeches emerge – leveraging potential opportunities and not letting them pass. Continue reading
6 tips for delivering bad news to customers
Delivering bad news to customers – not something that makes a salesperson’s day. But it would be unrealistic to think that it is not part of the job. This blog shares 6 tips for handling the bad news delivery challenge. Continue reading
10 tips for B2B salespeople to win the sales call execution challenge
Successful B2B salespeople implement these 10 sales tips when executing their sales strategy – described in this blog post. Continue reading
Opening sales statements: start right – finish first – An STC Classic
Opening sales statements – don’t forget that opening statements are exercises in limits and need to be clear. Continue reading
3 myths to debunk about opening sales calls
A good sales call opening sets the direction for the call and gains the customer’s interest. It does not take long to open a sales call, but how you start often determines how you finish. So, salespeople should plan how they open the sales call just as they plan the rest of the call.
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5 Payoffs to Asking Questions in Sales Calls
If salespeople are going to bring value, new ideas, and insight to customers, they must understand the business issues and the challenges their customers face. Questions are a primary consultative tool for getting that done.
Bringing value can be achieved just as well by the thoughtful question as by fact telling. Continue reading
Beware of the seduction of jargon – a sales tip
Leave jargon home during sales calls. This applies not just to technical jargon – but to another trap sales people fall into – company jargon. Continue reading
Don’t forget sales call fundamentals – a sales tip
After observing B2B sales reps making face-to-face calls, three key fundamentals appeared: pre-call plan; ask, listen and then talk; and summarize the call. Continue reading
