In challenging economic times, buyers look for value. The more you provide, the more likely you are to become the provider of choice. Sales presentations offer excellent opportunities to provide that value at different stages of the business development cycle. 5 Ways to Create More Value in Your Sales Presentations 1. Solve a problem instead of peddling programs. People … [Read more...] about How to Create High-Value Sales Presentations that Attract New Business
Sales Negotiations
Book: How to Become a Better Negotiator
Because so much of our work and personal lives involve resolving differences, the ability to negotiate effectively is an essential life skill. When we buy and sell material goods, sell one's ideas, and solve problems that involve others, negotiation gets us what we want. It's a way to get one's fair share, whether it's getting approval from a boss on a new project, settling a … [Read more...] about Book: How to Become a Better Negotiator
Shorten Your Sales Cycle So You Can Win More Clients, Faster!
As a sales professional, entrepreneur or business owner, being able to effectively establish new client partnerships and increase sales results quickly is vitally important. When sales are going great it can be very exciting! When you have a great month you are filled with sales motivation! But, after a while, things slow down and you hit a wall. You find yourself chasing … [Read more...] about Shorten Your Sales Cycle So You Can Win More Clients, Faster!
The Three Ts of Successful Negotiations: Trust, Time and Tactics
Successful negotiating requires you have a strategy. The clearer your strategy before the negotiations, the more successful you will be. At the core of the negotiations strategy is what I refer to as the "3 Ts of Negotiating: Trust, Time, and Tactics." Trust The more trust you and the other party have in each other, the less need there will be to negotiate. The risk is in … [Read more...] about The Three Ts of Successful Negotiations: Trust, Time and Tactics
8 Key Questions to Ask in EVERY Selling Situation
Solving people's and organization's problems is ultimately what business is all about. Effective selling involves defining your existing or potential customer s problems. If properly sold, a sales prospect will have his problems solved with your company's products or services. To be successful at selling, you must systematically approach customers with a proven repertoire of … [Read more...] about 8 Key Questions to Ask in EVERY Selling Situation