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

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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

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Customers no longer only learn about you from your sales reps

Corporate buyers are also increasingly seeking information and insights from online sources. This means that salespeople must handle the sales process differently. Continue reading

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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

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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

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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

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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

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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

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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

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