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November 5, 2013
Are You a Pushy Salesperson?
Don’t let your fear of being pushy compromise your effectiveness.
There’s a fine line between assertive and aggressive when you are a seller. Most sales people err on the side of caution because they want to avoid being thought of as the stereotypical, pushy seller. I suppose that’s why one of the most common questions I hear in sales coaching and training is “won’t I seem too pushy?”
While I appreciate the sentiment and understand how no one wants to be THAT salesperson, this has become an exaggerated fear. As such, it is severely...Continue reading
By Deb CalvertPosted in Sales & Business Development on November 5, 2013
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October 15, 2013
Asking Questions with Purpose – Tools for Effective Selling
An Interview with Deb Calvert, author, executive coach, facilitator, Master Sales Coach, Master Trainer and expert in Sales Leadership and Productivity Solutions.
I am inspired by my recent discussion with Deb Calvert, President & Founder of People First Productivity Solutions. Inspired by the way she depicts the simplicity of selling, a topic that so many of us stress over, struggle to achieve, over complicate and most importantly…need to build our businesses. Her curiosity and tenacity over the last 25 years to document sales methods-what works, what doesn’t and why, has brought her to a point where we can all benefit. No matter...Continue reading
By Dan WoodsPosted in Sales & Business Development on October 15, 2013
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September 5, 2013
Value, Value Added and Value Creation
Empowered buyers appreciate sellers who deliver value-Be that seller.
It used to be enough for a seller to deliver on the value that mattered most to the buyer. If a buyer expressed a preference for “made in the USA” and the seller had products manufactured in America, the value was recognized and the solution was sufficient. As competitive pressures increased, marketers began adding value to incentivize buyers. In addition to meeting preferences like “made in America,” companies began offering added value, everything from the old S&H Green...Continue reading
By Deb CalvertPosted in Sales & Business Development on September 5, 2013
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August 20, 2013
What Is World Class Customer Service?
10 “Must Haves” That Buyer’s Expect From Your Sales Force
Professional sellers know that it’s both easy to do and imperative not to do. Taking a customer for granted and assuming current customers will always be customers is short-sighted and irresponsible in selling. When customers begin to feel unappreciated, as if they are just one of many and only as valuable as their last order… It’s then that customer dissatisfaction can lead to customer attrition.
Keeping customers starts with keeping customers satisfied.
But top...Continue reading
By Deb CalvertPosted in Sales & Business Development on August 20, 2013
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July 30, 2013
Market Share: Getting (and Keeping) Your Piece of the Pie
What will you do when faced with new competition?
For any type of product in any given market area, there’s a limit to how much business there is to go around. That total number is the “whole pie.” It’s determined by the buyers in your market area, by the demand for the product you sell.
Let’s say you sell haircuts. You and every other salon, barber shop and beauty parlor in your zip code are competing for the limited number of customers who will get haircuts each week. That number of total haircuts represents...Continue reading
By Deb CalvertPosted in Sales & Business Development on July 30, 2013
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June 18, 2013
10 Surefire Ways to Get More Callbacks from Your Sales Prospects
If buyers avoid your calls, your process may be part of the problem.
By Deb Calvert, President, People First Productivity Solutions
It's not your imagination. It isn't only you. There isn't some new problem with your product, your company, or even your sales process. What's changed, for you and virtually every other seller, is your buyer. All buyers are immensely more empowered than they have ever been at any other time in history. In fact, buyers are so empowered that many don't even realize when and why they need sellers. That's why they avoid your...Continue reading
By Deb CalvertPosted in Sales & Business Development on June 18, 2013
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May 12, 2013
The Difference Between Price & Value: Create A Profitable Balance
Learn to close more sales without discounting price.
By Deb Calvert, President, People First Productivity Solutions
It is imperative that every professional seller understand the difference between price and value. Many do not. Instead, sellers often use these words interchangeably. They use words like “value” to signify the cost of an item. This blurs the lines between value and cost or investment.
When value and price are thought to be one and the same, the inevitable result is that value gets diluted.The other components of...Continue reading
By Deb CalvertPosted in Sales & Business Development on May 12, 2013
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April 9, 2013
Is Your Sales Pitch Working? 6 Steps to Open More Sales
Learn to differentiate yourself from other sellers and develop new customers.
By Deb Calvert, President, People First Productivity Solutions
I’ve met and worked with over 10,000 sellers in my career. I can only remember two who truly loved the work of genuine cold-calling. In the past few years, sellers seem to like cold calling even less. That’s because empowered buyers see fewer reasons to accept cold calls. In fact, buyer research says that buyers would prefer not to interact with sellers at any stage of the buying process.
That news is both sobering...Continue reading
By Deb CalvertPosted in Sales & Business Development on April 9, 2013
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March 19, 2013
Three New Approaches to Making Effective Sales Calls
When Does Persisting become Pestering?
By Deb Calvert, President, People First Productivity Solutions
Auto dialers and CRMs, along with Sales Managers everywhere, are being questioned by Sales Reps due to escalating expectations & monitoring systems requiring more aggressive prospect follow-up. Most Sales Reps remain skeptical, feeling that following up too soon or too often will look pushy.
Usually, it’s the sales reps who win on this one. They may, if pressed, make the call, but they will choose not to leave a...Continue reading
By Deb CalvertPosted in Sales & Business Development on March 19, 2013
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February 12, 2013
Take Pride in the Profession of Selling
Why did you choose a career in selling?
By Deb Calvert, President, People First Productivity Solutions
Ever notice how often professional sellers will express a certain shame or reluctance in admitting their job title? Someone says “so what do you do?” and the seller responds almost apologetically or sheepishly instead of with pride. And when you ask people “why did you choose a career in selling?” the response is almost always that selling was not their first choice.
Let me play back a recent conversation...Continue reading
By Deb CalvertPosted in Sales & Business Development on February 12, 2013
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