Articles

  • Trust Takes Time—Not

    Trust Takes Time—Not

    May 21, 2015 Charles H. Green

    Customers are busy, which makes salespeople think brief messages devoid of personal comments are the best tactic for email messages. The opposite is true. If you use those few seconds to make a personal connection and take a risk, you can quickly encourage trust and lead to productive conversations.

     

  • To Get Referrals, Build Relationships

    To Get Referrals, Build Relationships

    May 20, 2015 Michelle Davidson

    Referral business is the best business, but you have to earn it. That's because, like with everything related to selling, it's about relationships—relationships with your referral sources, as well as with the referred prospect. And strong relationships take work—to develop trust, confidence, and even friendship. 

  • Get Referrals without Asking: Use the Power of Your 'Personal Why'

    Get Referrals without Asking: Use the Power of Your 'Personal Why'

    May 18, 2015 Bill Cates

    When you share your Personal Why—why you believe in the work you do—with clients, you create a bond with them that leads to new business and referrals. In this article, Bill Cates explains how to determine your Personal Why and how to use it in client conversations.

  • Referral Business Is the Best Business

    Referral Business Is the Best Business

    May 15, 2015 Babette Ten Haken

    Referral business is the best kind of business, but you have to earn it. And it doesn't happen overnight. By working with your customers and colleagues to add value to their business, you earn their trust and confidence. They, in turn, become your greatest advocates.

  • You Just Got a Great Referral—Now What?

    You Just Got a Great Referral—Now What?

    May 14, 2015 Michael W. McLaughlin

    Congratulations, you just received a referral. Before you dive in and research the opportunity, contact the person who referred you. He is just as important as the prospective client. Treat that relationship with respect, and you'll position yourself to receive future referrals.

  • Do You Know What Your Buyers Want?

    Do You Know What Your Buyers Want?

    May 13, 2015 Michelle Davidson

    When you know what your buyers want, you can develop better lead generation materials, have better sales conversations, and close more deals. Uncovering that information takes time, but it's time well spent.

  • Your Sales Potential Is Directly Linked to Your Listening Skills

    Your Sales Potential Is Directly Linked to Your Listening Skills

    May 11, 2015 John Boe

    Active listening is a critical sales skill. When you do it well, you develop trust and rapport with your buyer. When you don't, you risk losing the sales opportunity forever. Follow these eight tips to strengthen your active listening skills and improve your sales effectiveness.

  • 3 Steps for an Effective Warm Sales Call

    3 Steps for an Effective Warm Sales Call

    May 8, 2015 Frank Paterno

    Cold calling doesn't work, according to several sales experts. Given that, Frank Paterno says salespeople should stop using that sales strategy and instead make warm calls. Follow this three-step process to effectively warm up prospects before calling them.

     

  • Millennials: How to Sell to This New Generation of Buyers

    Millennials: How to Sell to This New Generation of Buyers

    May 7, 2015 Anne Scarlett

    Millennial buyers are here, and their wants and needs are far different from those of your Gen X or Baby Boomer clients. If you want to win their business, you need to understand what appeals to them and how to approach them. Anne Scarlett offers six tips to help you.

  • Sales Managers: Lead by Example

    Sales Managers: Lead by Example

    May 6, 2015 Michelle Davidson

    If you are a sales manager and want your reps to follow you, lead by example. When you demonstrate your competence and commitment, you develop trust with your team, which improves sales.