Word choice is a more complicated form of rapport building and has its roots in neurolinguistic programming or NLP. People have a preference for one of three primary senses when communicating. Speaking their language facilitates rapport building, making you easier to trust. Therefore, word choice is critical in face to face and contact center sales.
November 12, 2014 4:38 PM
October 22, 2014 1:47 PM
An under-achieving sales person’s behaviour can impact your entire sales team. Sales results are reduced, morale suffers, and other members of the sales team are distracted by the difficulties experienced by the underperforming sales person.
Topics: Sales Person,
October 16, 2014 1:44 PM
Early in my career I had a manager that told me that “a great sales manager is a great manger of people, not sales”. We have seen this repeatedly in our interactions with sales managers over the years. Sales coaching is a valuable skill that assists sales personnel to maximize their success. Coaching takes over from where formal training leaves off, and is a key tool for reinforcing lessons learned during training, helping sales staff to assimilate training material and developing latent selling skills.
October 8, 2014 1:42 PM
Lead generation is a process of generating interest and ultimately inquiries from potential customers. Historically leads were generated through personal interaction at trade shows, exhibitions, and referrals. However, the growth of the Internet has created new opportunities for companies to attract clients through their websites, social media and various forms of internet marketing. Irrespective of how leads are obtained, effective lead generation means more sales. Here are some sales tips on how to generate leads.
October 3, 2014 1:40 PM
Think for a moment of your home and get a mental picture of your living room. What kind of furniture is in it? Do you and your family sit around on green milk crates stolen from the back of a convenience store? Did you buy the absolute cheapest furniture you could find? Probably not – well not since college. You probably purchased something that you wanted, something that was comfortable and that you’d be proud to have visitors see. You likely compared prices for similar products from a variety of vendors and decided on the best value overall.
Topics: Price Objection,
October 1, 2014 1:39 PM
One of the most powerful ways to improve sales results for a sales leader is to develop your team’s ability to sell to executives. This is not an easy task; executives are difficult to gain access to and once you manage to get an appointment, you need to create relevant and timely value. The benefit of connecting to the right executive is that if you successfully provide that value you will gain a powerful ally and shorten your sales cycle considerably. There are some general rules you should bear in mind when selling to executives.
Topics: Selling to Executives,
September 30, 2014 1:35 PM
We often hear our clients say “the customer is always right” – but we often find that their contact center employees are not always really listening to the customer. Call center employees are often entry level workers who frequently bear the brunt of unsatisfied customers, with less than choice hours and can be the lowest paid in the organization. Ironically, these employees are privy to customer information and insight that other departments are not. They are also in a unique position to use this insight to become creative problem solvers and productive sales agents. Unfortunately, traditional corporate culture can fail to grasp this, leaving a wealth of knowledge and solutions untapped.
September 25, 2014 1:32 PM
Assembling a team of highly motivated, qualified and effective sales people can be easier said than done. Once hired, it can also be a challenge to retain them. Turnover in the sales department can be alarmingly high. Businesses needing to find a new sales hire will want to carefully screen new applicants to make sure that they possess the sales skills and dedication to be a long-lasting asset to the company. If the sales manager has made hiring decisions in the past that didn’t turn out well, it may be time to switch up the criteria. Here are five sales skills to look for:
August 22, 2014 1:29 PM
Sales is a tough job. It takes a certain type of person to be able to turn it on, deal with rejection, stiff competition and inevitable failures. Putting together a good sales team is essential for any business, and getting them to bring their personal best every day, while still working as a team can be even more challenging.
Topics: Sales Team,
August 21, 2014 1:27 PM
Sales prospecting entails identifying potential customers. In today’s Google-driven world this process has never been so competitive, especially with B2B sales. Traditional prospecting techniques have changed; a recent article in Forbes highlights this shift and notes that we are now in the age of the customer and not of the seller.