Are your customers focused on saving money or making money?
When they’re focused on saving money (as they often are), it will be difficult for you to hit your sales targets, according to Paul Cherry. You need to help them shift their focus to making money (which is why they’re in business!) — so then they’ll [...]
Top sales people don’t just get to where they are because they make a lot of calls, or because they know the best closing techniques. In most cases, their clients have come to see them less as commission earners and more as trusted partners. In those relationships, when the customer recognizes they’re truly cared for, [...]
Is your sales force equipped for success this year? Or is it time for some dreaded-but-much-needed change?
Whether we’re talking about technology change (a new CRM platform?), strategic change (from transactional to consultative), compensation structure change (aargh!), Dave Horsager has created a 10-step process for instituting lasting change:
Build trust.
Create a unified spearhead team.
Establish a pressing need for [...]
Excerpted from SNAP Selling by Jill Konrath
Many of the people you’re calling on today suffer from a severe case of Frazzled Customer Syndrome. This debilitating condition is brought on by excessive workloads, 24/7 availability, information overload, lack of sleep, and job-related stress.
You likely encounter these individuals on a daily basis. They’re good people who are [...]
During our last SixOnSelling webinar with Sam Silverstein, Sam discussed the importance of your sales people focusing on the “right things” in order to achieve the desired objectives. One way to encourage focus on the right things is by incentivizing the right things — not just the outcomes. I asked Sam for some quick ideas [...]
If you’ve been struggling to hit your sales goals this year and you’d like a major breakthrough, then I invite you to join us for our next SixOnSelling webinar as Sam Silverstein outlines how to “Power Up Your Sales with Proactive Accountability.” In this special session:
Sam will teach you specific skills designed to allow your [...]
Some words of wisdom from Sam Silverstein, author of No More Excuses:
How good are you at customer accountability? That’s right. Customer accountability. That’s the accountability that we have as business professionals to the clients and customers that we serve. I believe we can apply our accountability in four areas.
The first is that [...]
We’re happy to offer you a free white paper from SixOnSelling speaker, Sam Silverstein.
In it, Sam addresses:
Accountable Business Growth Through A Strategic Plan
Seven Steps To Being Accountable For Your Wealth And Happiness
Be Accountable For Your Goals
Be Accountable For Excellence
Be Accountable For Your Continuing Education
Just sign in below and you’ll have the white paper in your inbox [...]
We had a great webinar with Don Hutson, co-author of The One Minute Negotiator, this week, and if you missed it, you’re in luck — we have the replay available for you!
Just sign in below for instant access and you’ll learn:
How to get your salespeople engaged
What motivation is really all about
Why customers commoditize their decisions… [...]
Would you like to negotiate better sales? Would you like to learn how to make stronger win-win agreements with your customers? If so…
Join us for a SixOnSelling-exclusive teleseminar webinar with Don Hutson on Monday, September 27, 2010 at 3pm Eastern / 2pm Central / 12pm Pacific and pick up some quick tips to help you [...]
