Do you carry a business card? It was once drummed into reps that a card was the best way to introduce yourself, offer your contact details, or to leave as a reminder. Today there’s a better tool, and it offers some amazing benefits. LinkedIn is a platform specifically designed for career and business professionals to connect. And it’s a goldmine for salespeople.
This episode covers the first critical step in the Consultative Selling process – Prospecting. It discusses the two types of lead generation – in-bound and out-bound – and points out that if you attempt to survive on only in-bound inquiries, you won’t achieve your KPI’s. We then take an aerial view and look at the big picture of planning a productive territory plan.
This episode explains the seven steps of Consultative Selling and a new online self-assessment tool – the Sales Acumen Survey – that helps diagnose how skilled or unskilled you are, across those seven steps.
In this episode, we jump into handling an objection that many salespeople fear. Why? Because most of them, when confronted with a client objection, automatically move to ‘fight or flight.’
This episode delves into something that’s super important to all sales people – your WHY. Why are you doing what you’re doing? And how do you connect that to your goals?