Monthly Archives: luglio 2012

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Ian Brodie’s Post: ” Stop Focusing on Problems – Start Focusing on Growth “

I was chatting last night to a smart marketer who was asking me about an effective sales process for high value services. He was experienced, and he’d done his homework and studied and tested some of the classic approaches. The steps he outlined to me that he was following were rock solid. Where he was struggling was “finding the pain”. You know: the step in every sales process where you drill in to the problems the client has and ask … Continue reading →

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Mark Hunter’s Post: ” Are Cancelled Appointments Really a Complete Loss? “

It’s happened to every salesperson at one point or another.  A prospect or customer cancels an appointment.  Frustrating, right? Sure, but you don’t have to view cancelled sales calls as lost opportunities. Instead, view them as “connecting moments.” If a customer cancels an appointment, the last thing you should assume is that you lost the sale. You’re kidding yourself if you think you’re so good that you’re going to close every sale every time. [...]   You can read original … Continue reading →

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Jill Konrath’s Post: ” Beat Status Quo With a Great Value Proposition “

If you sell to the corporate market, having a strong value proposition is critical. It helps you set up meetings with crazy-busy prospects. And, it helps them understand the value they get from changing from the status quo — something they’re loathe to do.In my new Slideshare presentation, you’ll discover how to craft powerful, customer-enticing value propositions that change everything. Crafting Strong Value Propositions Question: So … after going through it, does your value proposition need changing? If so, it’s time … Continue reading →