Category: Connecting with the Head

Upselling: New Strategies Needed For Informed Buyers

Upselling is an art, and it can be hard to do well without annoying the customer. It’s especially tough in the age of the internet, when customers empower themselves by doing their own research online.

How is Critical Thinking Used in Decision-Making and Negotiating

Each of us has a preferred style when it comes to conflict. This preference influences how we handle decision-making and negotiating, too.

How To Turn Conflict Into "A Force For Positive Change"

A career in sales guarantees that you will engage with a variety people during your career. Whether you conduct business solely over the phone or every meeting is in-person, your ability to manage how you communicate with others is vital to success.

3 Ways to Promote Value and Sway Sales

Are you selling both your product or service AND value? If you’re unsure, think about your motive. Are you only selling to meet your quota and increase your commission? Or does your goal include selling to people who can genuinely benefit from what your company has to offer?

Easy Steps To Boost Customer Retention

Increasing competition always makes customer retention even more vital than it already is. Sales reps, to be successful, must spend adequate effort to keep current clients.

Social Selling: How To Do It Without Fumbling

Social media presents an incredible opportunity for salespeople. It also presents incredible opportunity to fumble. The ability to instantly connect puts a lot of power in reps’ hands, but they need to be thoughtful about how they use it.

Need to Uncover ROI? Ask These Questions

The benefits of showing a strong ROI (return on investment) are well known, but some in the industry struggle with measuring and presenting their valuable impact.

Highlighting Value Will Set You Apart; Here's How To Do It

Salespeople can often intuitively discern what prospects want and need. But that intuition can only go so far; at some point, you need to find out specifically what they value.

Boost Client Retention By Using These Strategies

It can be thrilling to “hunt” a prospect, eventually winning their business and cashing in the sale. But don’t let the excitement of getting new customers overshadow caring for current ones.

Mapping The Customer's Journey Can Have A Big Impact

Gone are the days when every customer’s journey was simple. Today, buyers have countless paths to a purchase, thanks to shifting shopping options and consumer attitudes.

Pushy Sales Reps Share These Habits

Most sales reps don't want to seem pushy. But they may unwittingly come across that way if they aren’t careful.

Wow With Facts, Woo With Possibilities During First Meeting

Sometimes you only get one chance to make a great impression. With competition around every corner, you’ve got to make the most of your contact with a prospect.

1 2 3 9