Tag Archives: sales call execution

Ask more questions – meet expectations, win more sales

Becoming skillful at asking questions is more important than ever for achieving sales success and it is not as easy to become skillful. Continue reading

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Business conversations trump product presentations – An STC Classic

Sales conversations are much more engaging than presentations. Information is revealed, but it’s couched in a conversational narrative that conveys a desire for mutual understanding and comprehension. We are invited to hear what is being shared and take it in on a personal level. It feels authentic and real to us. Continue reading

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Achieving sales excellence – a story about sweet spots

Sales conversations – the old discovery conversations are “old news”. Today, salespeople must know the trends and shifting economics of the customer’s industry and have a comprehensive up-to-date picture of the company’s strategic direction and business challenges. This blog highlights three sweet spots for getting it right. Continue reading

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Salespeople must lead through influence – 5 tips

With team selling increasing in complex B2B sales, salespeople are being presented with a new challenge: leading sales teams though influence. Continue reading

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Sales calls – 7 tips for call planning – An STC Classic

Although sales people may not do it as often as they should, most would rally around the notion that call planning is a good idea. In this discussion a distinction is made between call planning and account planning. Exploring account planning is a topic that deserves its own discussion and will be postponed for another day. What this post does cover is the two components of call planning – pre-call planning and post-call planning.

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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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Statements inform – questions persuade – A sales tip

SSelling a product is about persuasion – talking about a product is about informing. This, of course, is why all those people make such a fuss about avoiding feature pitches. A feature of a product has no inherent value. A feature has value only when it solves a problem that matters to the customer on the other side of the table. So, it is the ability of the sales rep uncovering problems and showing how to solve those problems that is the magic in selling not the product in and of itself. Continue reading

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It’s okay for salespeople to say no and to disagree

As a salesperson develops a relationship with the customer and becomes engaged in larger and more complex opportunities, always agreeing and continuously saying yes poses a challenge. It’s difficult to continue to add value simply by agreeing with everything the customer says. It’s okay for salespeople to say no and disagree – otherwise they can’t provide value. 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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