by kisonllg | Jul 2, 2013 | Business Development and Sales
A quick internet search will reveal multiple sources indicating that approximately 80% of sales are made between the fifth to eight contact and that only 10% of sales people follow-up more than three times. Although I can’t find the exact source, I know from personal...
by kisonllg | Jun 4, 2013 | Business Development and Sales
Stop closing the sale! Closing the sale went out with the fax machine. While I’m at it, there are no “20 Secrets to Closing the Sale”. If you encounter someone who wants to share their sure-fire techniques to get customers to say yes every time – run! Today’s...
by kisonllg | May 26, 2013 | Business Development and Sales
Dictionary.com describes alignment as “a state of agreement or cooperation among persons, groups, nations, etc., with a common cause or viewpoint.” This should be the desired state for everyone who deals with customers in transactional selling situations and...
by kisonllg | May 10, 2013 | Business Development and Sales
“The ability to move a client from interest to commitment rests on the quality of the sales presentation.” – Ralph Kison The purpose of a sales presentation Most of us, either in the role of customer or professional buyer, have encountered so-called...
by kisonllg | May 5, 2013 | Business Development and Sales
In the same manner as a skilled surgeon would not operate before conducting a thorough assessment and discovery process, you cannot fulfill or exceed your client’s expectations without a discovery process. Identifying key buying factors is vital in order for you to...
by kisonllg | Apr 10, 2013 | Business Development and Sales
For starters, qualifying customer needs and wants just makes good sense. It saves you a lot of time; differentiates you from the hustlers that want to sell based on their self-interests; positions you as a professional sales person that is genuinely interested in...
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