Sales Technique Insights

The Application: Expose your expertise; don’t assume it’s self-evident Two thousand years ago, the Roman poet Virgil offered this simple counsel to those seeking to choose correctly: ‘Believe an expert.’…

The Application: Make their commitments active, public, and voluntary Liking is a powerful force, but the work of persuasion involves more than simply making people feel warmly toward you, your…

The Application:  Use peer power whenever it’s available Social creatures that they are, human beings rely heavily on the people around them for cues on how to think, feel, and…

The Application: Give what you want to receive Praise is likely to have a warming and softening effect on Dan because, ornery as he is, he is still human and…

The Application:  Uncover real similarities and offer genuine praise The retailing phenomenon known as the Tupperware party is a vivid illustration of this principle in action. The demonstration party for…

Sales people know they won’t close a deal if they can’t make the connection between their solutions and a high-value outcome. Yet, according to research conducted by Forrester, executive buyers…

Have you ever caught your reps doing this? They deliver a great presentation, think that your prospect is with them, but then they just keep on pitching. Or, they get…

Because you only have a few precious seconds to make a connection and establish interest, you’d better have a good opening prepared in advance. Besides being very busy, your prospects…

Specific Sales Solutions In alignment with the suggestions above, here are three specific sales solutions that you can adapt and implement to immediately make your inside sales team more effective.…

According to CEOInsights.com, over 48% of inside sales companies surveyed reported that they missed their monthly revenue goals more times in a 12-month cycle than they reached them. Other sales…