by csm.admin | Feb 4, 2013 | Consultative Sales, Professional Sales Training
You think you’ve heard it all – but customers aren’t telling you what they really think. Knowing what customers think about themselves, your company, contact center and overall customer service can help you serve them better. But many customers don’t say flat-out what...
by csm.admin | Jan 28, 2013 | Consultative Sales, Professional Sales Training
Sales managers, consultants and trainers were asked to list the worst mistakes new salespeople make. Here are the top 15 responses: Talking too much and not listening enough. Failure to ask good questions or phrasing them improperly. Trying to sell products or...
by csm.admin | Jan 7, 2013 | Consultative Sales, Focus on Sales, Professional Sales Training
Whether it’s a formal or casual request, the key is to make your proposal stand out from all the others the prospect receives. Here are seven things you can do to make that happen. 1. Make the First Page Count The majority of sales proposals I read start with...
by csm.admin | Apr 5, 2010 | Consultative Sales, Focus on Sales
Too often salespeople are hired for what they know, then later fired for who they are. Education and experience take precedence in the recruitment process when the company doing the hiring really needs to know how the applicant will behave. There are four key...
by csm.admin | Nov 17, 2009 | Consultative Sales
Most salespeople concentrate on learning how to make new sales. But they also need to know some important common ways to avoid killing sales. Here are some mind-sets (paradigms) that can keep you from developing the long-term, profitable relationships you desire. 1....
by csm.admin | Nov 16, 2009 | Consultative Sales
. . .to the voice of your customers? Do you think your competitors are? Successful managers today are learning to ask questions. Questions about their business. Questions about what their customers want, and how they want it. And, they’re doing something...
