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Tag Search Results For 'sales techniques' (92)
Simple Sales Skill - Attentiveness
The Hire Sense | September 3rd 2008 by Derrick Moe
Justsell.com offers up a reminder about a critical sales skill that is often overlooked - attentiveness. This skill is less frequent in salespeople who lack empathetic abilities or are overly task-oriented. I have seen this first-hand on a number read more
Just 5 Minutes
The Hire Sense | August 28th 2008 by Derrick Moe
Something to make you think, from today’s JustSell.com enewsletter (sorry, no link): Just five minutes a day… What if you came to work five minutes early and left five minutes late every day for a year? (5) x (twice a day) x (roughly 250 read more
“Technology has destroyed time and space boundaries.”
The Hire Sense | August 22nd 2008 by Derrick Moe
The Wall Street Journal offers up an interesting read about work/life balance from Dr. Henry Cloud. Every time I receive a call from one of our customers at 8:30pm I think of this topic. Here is the full text of the quote referenced in the title: read more
A Dumb Time-Management Tip
The Hire Sense | August 19th 2008 by Derrick Moe
This week Salesopedia is highlighting time-management with multiple authors providing articles. This one by Mike Brooks provides a couple of truly elementary, overly-simple suggestions: Key #1 - Begin each day with a written list of three to five p read more
Persuasive Tips
The Hire Sense | August 18th 2008 by Derrick Moe
Persuasion is a key ability of any successful salespeople. Think of the worst car salesperson or door-to-door salesperson you have encountered and you will know why this ability is so critical to success. CNNMoney.com’s article - How persua read more
Good Selling Is Subtle
The Hire Sense | August 13th 2008 by Derrick Moe
Have you noticed that the best salespeople are usually subtle? They have a way of moving through a discussion that is conversational in tone, but focused in purpose. Some are so good at it that you don’t even notice if you are involved in t read more
Look, It Sounds Like It Hurts
The Hire Sense | August 7th 2008 by Derrick Moe
I’m not well-versed in the rapport-building technique (my phrase) known as Neuro-Linguistic Programming. In fact, I’m not certain that is the correct definition of the acronym NLP. But it is fascinating information. Geoffrey James d read more
Silent Hostess: Worth It or Lost Cause
Shades of Pink | August 6th 2008
I’m very curious to know what everyone’s opinion is of silent hostesses. Are they worth it or a waste of time and resources? In the past, they have never really worked well for me. I don’t know if it is the integrity of the people I read more
Tracking, Tracking, Tracking!
Shades of Pink | August 3rd 2008
Back on my topic about goal posters, it came up that many of us (myself included) have trouble with tracking. This is the first quarter I’m tracking my goals. Yes, after five years in this business, I’m going to do some tracking and see w read more
The Evil Known As Reverse Auctions
The Hire Sense | July 31st 2008 by Derrick Moe
Those two words should make every salesperson shudder. I remember when we first encountered the phrase about 5-6 years ago at one of our customers. Their top salesperson’s top account is a local company that shall remain anonymous (retail g read more
Sales 2.0
The Hire Sense | July 22nd 2008 by Derrick Moe
I read often about web 2.0, recruiting 2.0 and sales 2.0. Math was never my forte so numbers scare me. But I did come across a very informative article in Sales & Marketing Management article titled A Step-By-Step Overview of Sales 2.0. The read more
Fictitious Selling
The Hire Sense | July 15th 2008 by Derrick Moe
Ok, the title is a bit of a minomer. The reference is to a Kelley Robertson post on the S&MM SoundOff blog. He provides 3 sales tips based on a fiction writer’s boot camp he recently attended. Here is an abridged version of those tips ( read more
Client Or Customer?
The Hire Sense | July 14th 2008 by Derrick Moe
This has been a topic of discussion here at Select Metrix several times. So how do you refer to the companies with whom you do business? Kendra Lee, guest author for Jonathan Farrington has this to say. From my perspective a client is a person wh read more
Quality Of Questions
The Hire Sense | July 10th 2008 by Derrick Moe
I had a sales candidate ask an excellent, subtle question yesterday - “What other positions is this company currently hiring?” Again, the subtlety of this question provides a view into a company’s needs, growth and possible turnov read more
A Needed Trait - Resourcefulness
The Hire Sense | July 9th 2008 by Derrick Moe
I’ve been dealing with many different sales candidates of late and one thing that is starting to stand out - a candidate’s resourcefulness. This trait comes shining through on some candidates and is little more than a dull luster on oth read more
Becoming a Trusted Advisor
Sales Excellence | July 5th 2008 by Ian Brodie
It’s the holy grail of Professional Services - to become a trusted advisor to your senior clients. To be viewed - and sought out - as a source of valued advice and support. The benefits from a business development perspective are clear: the pro read more
PowerPoint Singalong
The Hire Sense | July 3rd 2008 by Derrick Moe
That is a new phrase for me and a humorous one to start the long, holiday weekend. From JustSell.com’s daily newsletter: Familiar with the term “PowerPoint singalong”? According to buzzwhack.com, a PowerPoint singalong is a presen read more
When Selling To Executives…
The Hire Sense | July 2nd 2008 by Derrick Moe
Executives are a tough sell and it takes the right sales skills to match them. One of the toughest skills for me has always been the money topic. I personally like to buy not negotiate and it shows in my sales role. But there are ways to handle read more
Believe In Your Price
The Hire Sense | June 30th 2008 by Derrick Moe
G.L. has a great post over at What Would Dad Say where he references a sales book from 1922 titled Modern Salesmanship. Here is the pull quote: Believe in Your Price When a man ask the price, you’ve got him interested. But the attitude of your an read more
Closing The Customer
The Hire Sense | June 27th 2008 by Derrick Moe
SellingPower.com released an article from their archives that discusses 4 factors to consider when closing a prospect. Now, I am not one to believe in “closing moves.” Sales are won or lost during the qualifying stage. Qualified dea read more
The Absence Of Value
The Hire Sense | June 25th 2008 by Derrick Moe
We’ve been working on this value topic because it is the single, most important aspect of any sales position. A company that lacks a value proposition is destined to stumble through the market while being commoditized on price. I saw this eff read more
Don’t Fight Emotions With Logical Facts
The Hire Sense | June 19th 2008 by Derrick Moe
In sales we know that prospects and customers make decisions emotionally and then justify them afterwards intellectually. This is why strong salespeople have the ability to build rapport and then engage the prospect’s emotions during the qual read more
Value Proposition-You Don’t Have To Be Different
The Hire Sense | June 18th 2008 by Derrick Moe
MarketingProfs.com has a superb, thought-provoking article regarding value propositions. If you have read The Hire Sense of late, you know this is a topic we are exploring in many facets of sales. I have to confess, this author’s take is co read more
FREE E-Book for Our Subscribers
Stevens Consulting Group | June 17th 2008 by Drew Stevens Phd
Be one of those fortunate selling professionals and sales managers to obtain top quality selling advice for FREE. Drew Stevens nominated one of the Top Sales Experts in the world and his colleagues are offering a once in a lifetime chance to obtain o read more
Defining Value Today
The Hire Sense | June 16th 2008 by Derrick Moe
BusinessWeek.com has an excerpt from a new book from C.K. Prahalad and M.S. Krishnan. They provide an interesting take on a topic we have been studying of late - value. Salespeople have to know their company’s value proposition in the market. read more
Protected: Part 002 Video Marketing Overview. Reasons for video f…
Video Marketing for digital artists and brands | June 12th 2008 by peter
There is no excerpt because this is a protected post. read more
One Source Value Proposition
The Hire Sense | June 11th 2008 by Derrick Moe
I have been noticing a common value proposition from distribution companies - “your one-stop shop for all things _________.” Some of the sales reps for these companies use this value proposition as their main lever. I tell them this i read more
Presentations Are Security Blankets
The Hire Sense | June 9th 2008 by Derrick Moe
Salesopedia.com offers an article from Jeff Thull discussing sales presentations. This topic is a tricky one for salespeople and managers - most view presentations as a good thing…a chance to discuss your offering with a prospective customer. read more
Selling is simple
Gavin Ingham Sales Training, Personal Development & Business… | June 8th 2008 by Gavin Ingham
People make it complicated. How many salespeople do you know who demand to be taught the "advanced" stuff because they already know the basics? Probably quite a few. This is partly due to ego but is also due to the gap between knowledge read more
Tiger Tactics
Executive Wisdom for Business | June 5th 2008 by Ric Willmot
A good friend of mine, Steve Simpson, introduced me to a leadership website as he knows I am asked to speak and consult frequently on business leadership. A recent article reiterates a point that I have been making for years now. Let me share the tal read more
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