Have you ever noticed when it’s time to visit the doctor, unless it’s an emergency, you can’t simply drop into their office unannounced? A family doctor serves a community of customers for decades. They develop a busy, thriving practice, with multiple generations of dozens of families in a community … [Read more...] about Do Salespeople Who Schedule Appointments Sell More Than Those Who Don’t?
Sales Management
Should You Focus on Relationship selling?
Relationship Selling I realize that for some customers all they want is the best price. Well, all of them do, really. They can't purchase the product or service without it. If you price, without properly qualifying, you'll leave money on the table. This could quickly become like other salespeople … [Read more...] about Should You Focus on Relationship selling?
Relationship Selling
Whether you have two or 200 salespeople, just talking to more people isn't the best way to improve closing ratios. Measuring their sales activities generates more sales and allows you to know exactly where they need coaching. Are You Using a Sales System? Before we get too deep, let's make sure … [Read more...] about Relationship Selling
Relationship Selling- A Tool for Improving Your Presentation
Since you are following my articles on Relationship Selling, by now you’re starting to get it that I believe in following a system. That doesn’t mean every sale made is templated. It does mean that the more times you can follow a system, your closing ratio goes up. Practice the Fundamentals Before … [Read more...] about Relationship Selling- A Tool for Improving Your Presentation