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Tag Archives: sales call execution
Opening sales statements: start right – finish first
Opening sales statements – don’t forget that opening statements are exercises in limits and need to be clear. Continue reading
Sales presentations – bridging the aspirational gap
Successful sales presentations must persuade the customer to make a decision in your favor. This post highlights two techniques for doing just that: get on the customer side of the table and bridging the aspiration gap. Continue reading
Team selling … why more can be less – a sales tip
Team selling increasingly is becoming more prevalent in major sales. And with the rise of team selling comes an interesting question: How can sales calls with multiple people be managed effectively? This blog post introduces several best practices for successful team sales calls. Continue reading
Selling – The power of potential
In sales calls, while there is a need to document and learn how to talk about track record. The moral of the story is one must not only talk about the past and the present – but also the future. The study reinforces the point the future not only fascinates but also persuades.
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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
Sales – the importance of internal champions
Internal champions are critical for sales success. There are 5 types of internal champions – but only one will help leverage sales success. Continue reading
Sales call lesson from the NFL
When debriefing a sales call too many sales reps focus just on a single “play” (such as, did they get the advance) rather than reviewing the sales call to determine whether or not there was a more effective way to play the game. However, debriefing every sales calls to assess how the sales call might have been handled differently is critical to long-term sales success. 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
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
