In this article, you will get tips for how to:
• Clarify your definition of success
• Define what good looks like for your business
• Explore how to make goal attainment a habit
Tag: sales skills
MANAGE your book of business
In this article, you will get ideas for how to:
• Mirror the buyer’s journey
• Manage your sales funnel
• Treat sales as a team sport
DELIVER exceptional service
In this article, you will learn more about how to:
• Build trust
• Discover your customers’ experience
• Exceed rather than meet expectations
OFFER to make the deal
In this article, you will learn more about:
• Recognizing the value of objections
• Considering important factors for successful negotiation
• Practicing the art of asking, a.k.a. “closing”
SOLVE real problems
In this article, you will learn ideas for how to:
• Focus on solving real problems for real people: alleviating pain
• Align your approach to the customer’s strategic goals
• Present solutions that fully align to resolve pain
ENGAGE decision makers
In this article, you will get tips for how to:
• Stay focused on value
• Formulate engaging questions
• Develop strategies for telling your story
CONNECT with authenticity and purpose
In this article, you will get ideas for how to:
• Identify and reach out to decision makers
• Practice your elevator pitch
• Schedule discovery meetings
PRIORITIZE for faster sales results
In this article, you will learn tips for how to:
• Identify the market you serve, and your ideal customers
• Review the tools that help you run your sales business effectively
• Create a list of prospects to kick off your outbound sales campaign
The art of asking: from Norway to America and back again
If you want better answers, ask better questions: What my journey from Oslo, Norway to Tulsa, Oklahoma way back when taught me about asking the right question. The art of asking good questions is the most critical sales skill, right next to listening. It is also the most important consulting skill, coaching skill, and leadership […]