Making a Good Second Impression It's all about what customers expect from a product to begin with, and helping customers understand how a product can help them, requires that salespeople help set those expectations.
Grow Sales by Reducing Administration In our restructuring work with clients, we often find that more than 50 percent of a sales professional’s time is spent on non-customer-facing work, including account maintenance, issues resolution, and reporting. Since the top mandate (and natural talent) of sales professionals is to generate revenue, excessive administrative work—be it paper or automated—represents a significant loss of revenue.
How to Convince Anyone to Buy a Product or Service Did the title shock you, or provoke a response from you in any way? While I agree that modern selling is about providing an environment where people buy, I am not quite sure that the word "convince" deserves the negative press it's getting.
Giving Yourself Access: You Deserve to Speak with the Power Buyer! Josiane is a global thought leader and recognized as one of the world's leading experts on inside sales teams and management talent. This excerpt is featured in Chapter 6 of her book, "Smart Selling on the Phone and Online."
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