Effective selling requires effective language, since words and ideas are the currency we use to create value for our clients. Build that value from the ground up: the better your talk tracks, the better your dialogue, and ultimately the better…Continue Reading
The value of virtual selling exists on a continuum, going from simple, transactional sales to large, complex sales. Because the outcomes on these poles are so different, virtual selling will operate differently depending on the type of sale.
Many salespeople start conversations with a prospective client by sharing information about their company, outlining their company’s products and services, or even just talking about themselves. But with very few exceptions, leading with those…Continue Reading
When you get desperate for sales, you start to behave badly. You may believe that your desperation is invisible, but your contacts will recognize that something is off: you become too aggressive in your approach, pushing for opportunities that…Continue Reading