Just heard something really startling: repeat your customer and sell more. If you’re a waiter who takes an order, chances are about 70% higher of getting a tip if you repeat what customers order out loud, than if you just go “got it”. 70%!! This is all about how you acknowledge what the customer just told you. If you respond …
B2B Selling on Twitter has always been a bit of an odd discipline. LinkedIn has almost exclusively sucked up all the oxygen in that space and almost everyone uses Twitter as just a marketing channel. Are you the kind of Sales Professional who helps out your customers wherever you can? It’s an excellent way to win friends and create trust. …
Remembering names of people you meet can sometimes seem challenging. Even more so in these hyper-networked days where the number of connections we interact with far exceeds the Dunbar number of people we should be able to have meaningful relations with. For sales professionals remembering names is critical – even with a great CRM, social selling tools and caller IDs …
With B2B sales being a profession, which is all about helping people make better decisions for themselves, it’s critical to listen more in conversations. You want to learn, receive information, test hypotheses and presumptions, and eliminate assumptions completely. Every day, we all ask questions. To sell something, to get to know something, to get to know someone better, to understand, …
The very first time you’re put in a chair with a phone and a computer in front of you, the task at hand usually is to – at best – call on customers who haven’t been called on for a while. At worst – and more frequently the case – your task will be to call people who have never …
