Best darn value-added selling checklist: 4 must-haves

The most successful value-added salespeople understand their products and services, the value of their solutions and how to guide their prospects to understand that value. Here are four things you must have to accomplish those goals:

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Do you know what your customers value most?

Do you think you can name the items your customers value most — the ones that motivate them to make buying decisions? Would you list the same values as your sales manager or members of your executive team?

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The value-added characteristics customers want most

Here are the five value-added characteristics of salespeople that customers ranked in order of importance in a recent survey:

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4 world-class ways to ensure buyers say, ‘Yes!’

More than 85% of prospects feel doing business has become more complex over the past three years, according to a recent Economist poll. The majority of those prospects describe the average buying process as “chaotic,” making it more difficult for them to commit to average deals.  

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Customers trust companies that …

To build trust in your prospects and customers, you must develop five traits.

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The key ingredient in success and failure

Remember the maxim: People don’t care how much you know, until they know how much you care. 

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4 ways to boost sales in a post-recession marketplace

As a manager, here are four ways to maintain your competitive edge as the market continues to shift:  

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7 top customer expectations

A survey of B2B customers pinpointed seven things they expect to get from salespeople in addition to the product or service they’re buying:

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The 8 biggest customer concerns right now

Understanding where customers’ concerns lie will give your salespeople a big edge.

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15 qualities separate the average from the outstanding

There are 15 qualities that leading salespeople have in common. They are not inherited qualities but ones that are developed through hard work.

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2 sales-specific keys to success in 2012

A new study reveals more than half of sales managers are falling short of their goals in 2011. Here’s how to correct mistakes and come back strong in 2012.

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4 ways to win more buyers in a down economy

Don’t let anyone tell you the economy’s bad for Sales. Nothing could be further from the truth. 

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3 leading reasons why customers leave

There are three situations customers usually find unacceptable: 

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Win the emotional battles that lead to more sales: 4 tactics

With tighter budgets and fierce competition upping the ante, it’s more important than ever to seize any possible advantage and gain the upper-hand. 

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Top 10 selling skills, according to customers

When the research team at a prestigious sales training company asked more than 1,000 customers to describe a top-notch salesperson in one word, these were the 10 most common responses: 

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Guide to keeping buyers loyal when prices must go up

As the cost of goods rises, salespeople are faced with the unenviable task of explaining price increases to loyal buyers.  It’s not easy. But there are ways to justify a price increase that decrease buyer resistance – and may even boost loyalty.

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30 universal sales truths

Here are 30 universal sales truths that have stood up to time and technology:

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Proven resource that boosts sales, loyalty in tough times

Customer loyalty has never been more important to a company’s long-term success.

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Why 68% of buyers leave (& how to win them back)

More often than not, it’s something the company (or salesperson) didn’t do that causes customers to do business with a competitor.

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5 ways to maximize the impact of sales training

A best-selling sales author shares his keys to training success. 

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