I recently published a post of next step planning in sales. This post is similar, yet different. It’s about thinking ahead. In 2006, I made the decision to go out on my own. I had a beginning plan to do so (be an independent sales contractor), but I was also working on a plan(s) for what
One of the techniques often discussed in selling is that of creating a sense of urgency in order to move a client from the thinking to the acting stage. As in … placing the order. I don’t much care for the term “creating” as it implies some sort of artificial emergency that is conjured up
The big question in sales is, should be … “What’s next?”. This applies to all aspects of selling and it is grounded in planning and in process. Do this and then do that. These are your next steps and it is important to plan those. What is Process? Let’s first talk about processes in general.
When I started as a B2B sales trainee in 1977, one of the senior representatives, Lance, shared with me his favorite sales technique. We were selling expensive professional desktop calculators. Lance would sell the $479 calculator by telling folks that this was what they needed but that they could only afford the $349 model. They
I’m a pretty avid reader. Although I don’t have the patience for most books, I read articles like they are M & M’s. Professionally, my reading focus is generally limited to one topic only … selling. I live and breathe sales. You might think that something as fundamental as selling would not be the subject
It took me a while, but I have now created a standardized system for training businesses on the best use of Nimble CRM. Better yet, this system is easily customized for an individual business’s needs. A couple of years ago, with encouragement from others, I embarked on creating a complete online training course for Nimble
