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Category Archives: Sales

Listening Better, Makes You: Healthy, Wealthy and Wise

It seems so easy, it reaps huge rewards and yet, almost all of us need to work on getting better at it. Tons of studies show that people accurately comprehend or internalize less than 30% of what they hear. That means it’ll take us a minimum of hearing something three times before we get it. […]

You Got to Have Heart

When it comes to selling there’s no difference between a baseball player and a salesperson; the one who will bat over 300 or close greater than 30% are those with heart.  And for those salespeople representing a product or service with marketing and branding aligned to the sales process,achieving a close rate of over 50% […]

Forget the Sale, Remember the Process, Focus on the Client

Nearly every aspect of the business development process should be geared towards building a relationship of mutual support with your prospective customers. By taking your focus from the sale and concentrating on your clients’ needs, you’ll send a powerful message of concern and genuine customer care that will earn their trust, their commitment to your […]

The Key to a Company’s Success? Turns Out Science Proves, It’s Sales!

Harvard Business Review, HBR, recently posted a very interesting article on what makes companies successful “Three Rules for Making a Company Truly Great” http://hbr.org/2013/04/three-rules-for-making-a-company-truly-great/ar/1 Their metric was Return On Assets (ROA). They looked at over 25,000 companies from 1966 to 2010. “After repeatedly trying and failing to isolate measurable behaviors that were consistently relevant to […]

The Key to an Over 60% Sales Close Rate

If it’s price, you lose. If it’s demonstrating value during the sales call, you and the client win. The only way I know how to demonstrate value on a sales call is to develop a sales process that allows for an honest exchange of information between the prospect and the salesperson. The process should allow […]