Tag Archives: sales call execution

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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B2B sales – is more better?

When selling, how many positive reasons should you use to produce the most positive impression of a product or service? Is there a magic number? Or, is it simply more is better? Or, is it all depends? Research shows the answer is 3! Continue reading

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Sales managers – 6 tips to be nimble!

Achieving sales success requires salespeople and sales managers to be nimble. This post shares 6 best practices for being more nimble. Continue reading

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Team selling and the four deadly sins

Team selling can be extremely effective it can also be tough to pull off even with great pre-calling planning. However, this blog shares four traps that occur frequently during a team sales call. 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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