Your Sales Ingredients to Success: Part IIIc

Now that you have listened and gathered as much information as possible during the “question session”, it is now time to move on to the stages of negotiation.
Negotiation
The challenge most sales people seem to have here is the excitement they have of selling the features of their product instead of focusing on how their product [...]

Your Sales Ingredients to Success: Part IIIb

Today we are going to focus on the second section of negotiating, namely the questions we ask during the process of negotiating the deal.
Questions: Discovering the How, Why, When and Where
The biggest thing I need to mention here is good preparation makes for good questions. While there are basic questions that need to be addressed [...]

Your Sales Ingredients to Success: Part IIIa

So before moving on to the “real” part III of these ingredients, I wanted to address the area of listening as it is a subject that I think needs to be detailed a tad bit more. As I thought about the section of negotiating, I also realized that listening is a part in and of [...]

Your Sales Ingredients to Success: Part II

So here we are to the second step to your sales ingredients. I apologize for not writing sooner as personal issues with my home and the fun sewer line has caused some delays, but I am back!
Presenting the Solution

Finding out the problems - Before you can truly present a solution, you need to understand the [...]

Your Sales Ingredients to Success

In sales, there are many approaches to 4 specific processes each with their own special ingredients that you will need to cook up a great recipe for your sales career. Having read many sales books from many professionals, there are 4 common themes and some very critical parts to those themes that create a successful [...]

Are you Ready for Sales Marriage? (Part III)

So I hope that the first two posts about sales marriage have been extremely helpful as you discover what sales marriage is and what it should be, and whether or not it is a relationship that you want to be in. In this final article for creating a sales marriage we are going to discuss [...]

Are you Ready for Sales Marriage? (Part II)

In the first part of this article, we discussed the characteristics of the product you will be selling and finding out if this fits with what it is you would enjoy doing. The second thing you should be thinking about is the “processes” in joining an organization. Oftentimes the process can reveal many things about [...]

Are you Ready for Sales Marriage? (Part I)

I have been recruiting sales professionals for many years now, and while turnover is always something that you have to deal with, I have always sought to find the right candidate to avoid turnover as much as possible. I was actually reading an article from Lee Salz that inspired this article about sales marriage. Since [...]