C-Level, Relationship Selling Blog

C-Level Interviewing - How to Handle Lying Customers and Prospects

Customers and prospects will act not-interested, keep information close to the vest, play coy or surprised, overplay comparisons, and prefer to be "just looking" unless you know how to get them to reveal the truth.

Learn to uncover their pain and desires in this article C-Level Interviewing - How to Handle Lying Customers and Prospects

Sales Management for C- Level Selling - 6 Steps to Make Your Sales People Better

Sales goals are made or missed because of management. How would you rate the skill level of each of your sales people?  In other words are your sales people as good as you think they should be?  If not, here's the process I used to coach sales managers.

 

Read Sales Management for C- Level Selling - 6 Steps to Make Your Sales People Better and take advantage of my free book offer.

C-Level Selling - The Most Powerful, Yet Least Used Sales Questions

Statistics show that more than 75% of sales calls end without the sales person asking for commitment. Believe it or not most customers buy rather than sales people asking for the order. 

Now commitment doesn’t mean only asking for the order. It is much broader than that. Commitment can be for the next meeting, the prospects support, and/or getting back to you within a certain time, etc. Commitment is the essence of moving the sale forward.  Conversely, refusal to give commitment is the biggest signal that the sale is in distress. Yet, asking for commitment is a rarity.

 

What's rarely said -- in any combination of words – is,

 

Read the article at C-Level Selling - The Most Powerful, Yet Least Used Sales Questions

C-Level Sell to Develop Large Accounts

Large accounts are cash cows for any business. We all wish we had more. We all go crazy if we lose one. However, large accounts require the most powerful selling skills –getting-to and selling profit center leaders and their staffs.  A large account is not only a place for lots of sales, it is the place where you're considered preferred. Preferred status carries with it, all types of financial advantages -- faster sales, better pricing, competitive advantage, no bidding, and more.

 

To attain this preferred status, you and your company must ........

 

Read on at C-Level Sell to Develop Large Accounts

Sales Management Training -- Managing Lead Generation / Sales Prospecting

Managing the lead generation / prospecting process for sales people requires special attention from the sales manager.  Here are some tips for the active marketing phase of prospecting for high quality leads with C-level executives. 

Get the full story - Sales Management Training -- Managing Lead Generation / Sales Prospecting