I still wonder if the lady at the tanning salon really understood the meaning of the title embossed on her name tag in bold letters: Tanning Consultant.  But I’m getting ahead of myself.  Stay with me here as I really am going to connect this for you B2B sales people, inside sales and account managers. …

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I see a lot written about effective strategies for dealing with objections, and I agree with most of the common wisdom about handling real/honest objections. What I think most experts, and reps, fail to understand, though, is that the typical strategies or steps that are effective in responding to a real objection fail miserably when…

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I think I found the secret to building a teachable team. You know that imaginary world where everyone on your team is open and receptive to feedback, where defensiveness dies, and the goal shifts from self-image preservation to a hunger for constructive input? How do we get to that dream world? The answer might surprise…

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One of the most advanced skills required in virtual selling is telling a story. You need your customer to experience the emotional connection and the payoff they would receive by embracing your recommendation.  As you plan to deliver the perfect virtual presentation to your prospect, there are two really effective ways to help them experience…

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Here’s a disruptive truth for you: the receptivity of your audience has more impact on your success than the power of your message.  Think about planting. A seed that lands on concrete doesn’t germinate. If the soil isn’t fertile, the quality of the seed just doesn’t matter. Creating fertile soil always precedes planting. During the…

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None of us like wasting time divulging information to someone who can’t solve their problem. There’s no reason to provide a detailed explanation to your neighbor about an engine problem if he or she is not a mechanic. Studies have revealed that only 13% of customers believe sellers can understand their needs. The keyword is…

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Previously, in part one of this series, we explored how creating an environment where the customer can tell you anything, especially bad news, opens dialogue. Simply stated, your response to what’s shared determines disclosure. But there is another dimension of discovering the truth: how you position the questions you ask.   People Don’t Open Up…

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For the past 25 years, we’ve been studying what I (and most sellers) believe is the most difficult aspect of selling: prospecting or “cold calling” as some may remember. Whether you’re an account manager or biz development rep, hunter or farmer, your income and value are based on the revenue you create. Whether hunting for…

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Truth.  A powerful word, but a destination seldom attained when talking to people we seek to influence. Uncovering it has more to do with our success in sales (including inside and virtual) than any other skill. Influence begins with knowing what the other person wants, really wants. Or, maybe even harder to attain, what the…

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