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
Steps to the Sale
The Importance of the Qualifying Step in the Sales Process
If you and I were sitting at a table together and I asked you to guess how much money I had in my wallet, what would you say? I’ve done this exercise thousands of times. Nearly 90% of salespeople start naming a number trying to guess. That approach is a long shot at best. A guess of any amount … [Read more...] about The Importance of the Qualifying Step in the Sales Process
Relationship Selling: Is Common Sense Common Practice?
Relationship selling strategies was a class I taught over the years. There were young and old enrolled. Many seasoned salespeople were cautious about attending while the new students were eager to learn. At the start of class, I asked several questions to help everyone get on the same page. How … [Read more...] about Relationship Selling: Is Common Sense Common Practice?
Relationship Selling – The Steps to the Sale
This is the first article in a series about four key elements of professional selling and marketing: 1) relationship selling tips and strategies, 2) hiring, training and leading a sales force, 3) integrating marketing and sales teams to perform as a whole unit, and 4) tips and strategies to measure … [Read more...] about Relationship Selling – The Steps to the Sale