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December 4, 2012
Sales Professionals: What about the Buyer’s Process?
Having a sales process is good, following your buyer's process is even better.
By Deb Calvert, President, People First Productivity Solutions
Every sales training program and book about increasing sales offers a sales process. These step-by-step processes help sellers to orient themselves and move through a logical progression from opening the sale all the way through to closing the sale.
Having a sales process is a good practice.
Knowing and following your buyer’s process is an even better practice.
The buyer’s process is simple, and...Continue reading
By Deb CalvertPosted in Sales & Business Development on December 4, 2012
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November 18, 2012
You Only Get One Chance to Make a First Impression
Learn to focus your efforts on opening doors for productive customer relationships.
By Deb Calvert, President, People First Productivity Solutions
Before any sale can be made, a relationship must be opened. And if multiple sales are to be made to the same customer, that relationship must be maintained and maximized through continually opening new opportunities and, sometimes, new relationships that will enhance the buyer/seller partnership.
Many sellers focus too much of their time and attention to closing sales. By doing so, they lose alignment with the buyer’s...Continue reading
By Deb CalvertPosted in Sales & Business Development on November 18, 2012
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October 9, 2012
Ten Ways to Prepare for a Tough Negotiation
Learn to plan ahead or be at a huge disadvantage.
By Deb Calvert, President, People First Productivity Solutions
By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. If you didn’t plan ahead, chances are that you’ve walked in to a fait accompli, a done deal, a ship that’s already sailed. If the other party has prepared in these ten ways and you have not, then you’re at an extreme disadvantage. It’s unlikely that you can recover from this inferior...Continue reading
By Deb CalvertPosted in Sales & Business Development on October 9, 2012
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September 11, 2012
You Are the Ultimate in Added Value
How can you (not your company, not your product, but YOU) add value to your customers?
By Deb Calvert, President, People First Productivity Solutions
In selling, the term “value added” has taken on a life of its own. This term has a variety of meanings and interpretations, which is confusing for buyers and sellers alike. Here are just a few examples of what “value added” has meant in different industries:
We will throw in some extra features or upgrades at no additional cost.
We will wine and dine you, give you some baseball tickets, or invite you...Continue reading
By Deb CalvertPosted in Sales & Business Development on September 11, 2012
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September 9, 2012
Six OTHER Traits To Succeed In Sales
What Traits do you think of when describing a good sales person?
What Traits do you think of when describing a good sales person? Typically they are personality traits: outgoing, thoughtful, positive, responsive, knowledgeable, etc.… Although personality traits are very important, there are six OTHER traits you or your employees should focus on to succeed in sales.
1) Take it personally!
When you take things personally, you hold yourself accountable. By holding yourself accountable you:
become the go-to person
become the...Continue reading
By Lisa WoodsPosted in Sales & Business Development on September 9, 2012
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July 22, 2012
A Guide to Business Development: Balancing Skill, Boldness & Luck
What is Business Development and how can you do it well?
It is the most ambiguous of business disciplines…something many want to do, but few are able to define or do well. This is due to the nature of business development being something beyond the scope of a company’s every day business activity, as well as the inconsistent placement of the activity in different organizations. Sometimes it is part of sales, sometimes marketing, an outside consultant can lead the effort or a department of it’s own is often created. We define...Continue reading
By Dan WoodsPosted in Sales & Business Development on July 22, 2012
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July 11, 2012
Customer Service Essentials For All Departments
How is your customer driving profitability?
No matter what position you hold in your organization, customer service should be part of your job. Do you feel that it is part of yours? What actions do you take to incorporate your work into the customer service core of your company? I encourage you to read through these customer service success tips and ask yourself what you can do to help support and improve the relationship your customers have with your company. Here are six fundamental actions your customer service team can...Continue reading
By Lisa WoodsPosted in Customer Service on July 11, 2012
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May 9, 2012
Four Ways to Transition Business Development into Sales Revenue
At what point should sales support business development efforts?
Sales and Business Development are often interchangeable words for many companies due to lack of resources, or past routines. If you are one of those companies, you are probably missing out on growth opportunities. There are distinct differences between Sales & Business Development that require different talent profiles, organizational structures and strategic initiatives. Look at your own sales and business development organization; are you set up for growth?
Here are Four...Continue reading
By Lisa WoodsPosted in Sales & Business Development on May 9, 2012
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