Tag Archives: selling

0

Kaptain Mirza’s Post: How to Sell to Bigger Clients..? Fighting the Demon-Mafia

Fighting the Demons – Selling to Bigger Clients Video games have fascinated me. Even today, First Person Shoot games like Medal of Honor Allied Assault is still my passionate addiction. What’s more fascinating are the heroic pursuits of heroes battling larger-than-life demons and monsters, in pursuit of getting their dream heroine, caged and locked in the darkest dungeons, where no ordinary access password works, out of the clutches of the demonic-mafia. Even then, the lone hero does it – dismantles … Continue reading →

0

S.Anthony Iannarino’s Post: A Yes Is More Difficult Than a No

A Yes Is More Difficult Than a No is a post from: The Sales Blog | S. Anthony Iannarino Getting a “yes” is more difficult than getting a ‘no.” You have to work very hard for a “yes.” You have to work very hard to understand your dream client’s needs. This is easier said than done, and it almost always requires that you start building that understanding in advance of an opportunity. Sometimes a “no” is easier than upsetting the … Continue reading →

0

Jonathan Farrington’s Post: What Will Distinguish The Top Sales Professionals of Tomorrow?

It is common knowledge that even today in most industries, a very high percentage of training budgets are spent on “product knowledge” workshops and training sessions. This is understandable to a degree, particularly in the more technical sectors, but what about all the other types of “knowledge”? That statement is guaranteed to produce a lot of blank faces, and considerable head scratching! But, if we are highly motivated, and we have received ongoing skills training, and we are using the … Continue reading →

0

S.Anthony Iannarino Post: Episode 16 – Reaching Decision Makers with Marhnelle and David Hibbard

Episode 16 – Reaching Decision Makers with Marhnelle and David Hibbard is a post from: The Sales Blog | S. Anthony Iannarino David and Marhnelle Hibbard are the authors of a new book on sales called SOAR Selling: How to Get Through to Almost Anyone–the Proven Method for Reaching Decision-Makers. You know I have strong feelings about salespeople using the telephone. I picked up their book and invited them Into the Arena to talk about whether cold calling is dead, … Continue reading →

1

S.Anthony Iannarino’s Post: On Upselling

On Upselling is a post from: The Sales Blog | S. Anthony Iannarino You must upsell your clients. Upselling your clients isn’t about producing more revenue for you and your company, although it will certainly produce that outcome. Upselling your clients isn’t about improving your profit margins, even though it will absolutely make you and your company more profitable. Upselling isn’t about moving your clients upstream into a high priced solution as part of your sales strategy, even though it’s … Continue reading →

0

Tom Hopkins’s Post: The Uh-Price Nontechnique

Some of us go shuffling into a meeting dreading the moment when we have to get down to the hard facts of money. So we uh-price them. “What’s the cost?” the customer asks. “Well, that one is-uh-it’s about-let’s see, with tax and freight and the small installation charge we have to make-uh-its going to run [...] Related posts: The “I can get it cheaper” Close Overcome the “I want to shop around” Objection You can read original article Here! Copyright … Continue reading →

0

S.Anthony Iannarino’s Post: Preparing to Sell in the Next Economic Downturn

Preparing to Sell in the Next Economic Downturn is a post from: The Sales Blog | S. Anthony Iannarino It is easy to sell when the economy is booming. When things are going well for everyone, you are selling into a target rich environment. People have needs and money. In really good times salespeople with great selling skills do well—but so do salespeople with poor selling skills. This is true for companies with a hit, companies that happen upon some … Continue reading →

0

Tibor Shanto’s Post: Why Are You In Sales? – Sales eXchange 200

By Tibor Shanto – tibor.shanto@sellbetter.ca At the end of this post I will ask you a specific question that I would love you to answer, and I thank you here in advance. Two things happened this past week or 10 days that led to this week’s Sales eXchange  being a bit different than the usual, and isn’t that what we always strive to be in sales.  First is the fact that this is the 200th Sales eXchange post, and while I … Continue reading →