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Tag Archives: Selling

Critical Selling Metrics

Driving meaningful change requires meaningful measurement. However, too often the data that is needed to gauge success is limited or difficult to access. Moreover, escalating competition means more resources must be directed towards winning the sale rather than analyzing results. The solution: use the data that is available in a ...

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How Fit Is Your Selling Mind?

To begin, I must re-emphasize what I said in my last article in this series on Salesperson Fitness. The ancient Greeks brought forth a philosophical approach of separating the mind, body and spirit so that you could, if you wished, only live for one of these–an attitude which in some ...

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Selling: The New Paradigm

We cannot control the economic climate in which we find ourselves. We can, however, face up to it and make the most of it. Ten years ago offering a prospect the opportunity to save 10 percent might have been enough to close it. Today, though, a mere 10 percent isn’t ...

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Richardson’s Annual Selling Challenges Research Study

Selling challenges are constantly changing, and to be successful, sellers must change with them. With this in mind, Richardson Sales Training is issuing their Annual Selling Challenges Research Study as part of our ongoing effort to bring sellers the latest thinking in the sales performance improvement space. Please complete this ...

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SPIN Selling

The SPIN Selling process was developed following the careful observation of 35,000 sales calls carried out by experienced, professional sales experts. Here is an instant tutorial on SPIN Selling, and why the questions matter. Comment View comments (0) Let’s block ads! (Why?) SalesPOP!

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Which Are You Doing: Presenting, or SELLING?

(One of my personal #SalesFails) I cannot count the times I’ve watched a salesperson spend hours laboring over a presentation–packing in the details, pictures, statistics, graphics…and hope. Yes, a great amount of hope that in the end the presentation will be so stellar, and cover every possible objection or variable, ...

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