The Major Pitfall in Relationship Selling

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Tony didn’t understand it.  He just lost a major account he’d called on for years.  The buyer, Lou, was his buddy.  Tony called on Lou for over fifteen years, entertained him, talked sports, family, even politics, so how could Lou pull the business and award it to a competitor? One of the dangers in relationship selling is the tendency to …

Price Objections Are Self-Inflicted Wounds

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by Paul Reilly In a recent value-added survey, we asked salespeople the following question. “Think of your largest revenue-producing customer. If the customer said, ‘I want a 10 percent discount or I will bid this out,’ would you give the customer a discount?” Seventy-two percent of participants indicated they would discount. The mere threat of a bidding situation prompts salespeople to …

[From] The Coming Cold Calling Revolution / Renaissance 

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by Tony J. Hughes The central issue in 2017 is that the rise of the “silent sales floor” is threatening to kill business as we know it. At the same token, I am one of the biggest proponents of the social selling revolution you’ll ever find. So how can I reconcile the two and maintain credibility as a centrist in …

The Napkin Presentation

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Roger’s closing percentage is superior when he connects his solution to his buyer’s emotional hot buttons.  His challenge, however, is getting his buyers comfortable with sharing that kind of information early on in the sales process.  Without the buyers emotional involvement Roger feels as though the qualification questions he asks seem invasive and abrasive. Buyers expect presentations and most sales …

The Sweetspot of Sales Revealed

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by Tove Zilliacus I’ve had some extremely interesting conversations the last few days. We’ve been discussing sales, sales management, leadership, motivation etc. I am very fortunate to have the opportunity to meet with these inspiring business leaders. One question keeps coming up: Why do you love sales so much? That is an easy question to answer. To sell is to …