Virtual Selling
How to Get Anyone to Tell You Anything – Part 1
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…
Read MorePrinciples > Instincts in Sales & Life (Because Principles are Never Wrong)
In July 1999, John F. Kennedy Jr. took off from New Jersey in his small, private plane and headed for the Kennedy compound on Martha’s Vineyard. Even though a storm was rolling in, he made the decision that it was safe to fly. But unfortunately, due to heavy cloud cover, he lost sight of land…
Read MoreWhat Football Teaches Us About Virtual Selling in the Second Half
In most parts of North America, people are enjoying the last bit of the summer before autumn, the time of year that means daunting trips into the attic for winter coats and torturous school shopping sprees if indeed schools actually open. For sports fans, this time of year means the beginning of football season. Even…
Read MoreWhat You Need to Know About Virtual Negotiations: Drop-the-Rope
It had been a slow sales quarter for me. I needed to close some business and I finally had an opportunity that looked very promising. I’d engaged all the right players, identified the key decision-makers, made sure the project could be funded, and discovered the gaps and objectives that needed to be addressed. I had…
Read MoreWhat is a Sales Person’s Role in 2020?
There is a lot of buzz right now in the industry about redefining a sales person’s role. Candidly, I agree with where the current research is heading. For far too long, sales has been too simply defined by activity, pipeline, and quotas. While those are all extremely important, I think we need better clarity on…
Read MoreThe #1 Mistake Sales Reps Make When Prospecting Virtually
My opening premise for this topic may fall under the category of “hard pills to swallow,” but hear me out… As people, we are born self-centered; as salespeople, we take our “self-centered” ways into our attempts at prospecting and selling. The purpose of this article is to reframe how sales reps should approach prospecting to…
Read MoreVirtual Prospecting: 4 Examples of Bad Sales Emails You Should Never Send
Email has become the method of choice for engaging new prospects. For some reason if feels less invasive for both the seller and the prospect. Done right, it can deliver great results. Done wrong, it can derail your engagement for good. Learn the right way as we sort through the good, the bad and ugly of the first impression email.
Read MoreVirtual Selling Tip: Uncover Decision-Drivers Using the “Eye Doctor Test”
For help navigating the transition from in person to virtual selling, check out this tip from ASLAN CEO Tom Stanfill.
Read MoreHow to Start a Virtual Conversation (Hint: No One Is Interested In Your Photo Album)
The beginning of any sales relationship is most difficult. Actually picking up the phone or crafting that first email can be intimidating. If you have been selling face-to-face over the years, this is even more frightening now that we are all conducting business virtually. Remember this one thing when you start ANY conversation: no one…
Read MoreSell Yourself: 3 Fundamentals to Virtual Selling in 2020
Have you ever stopped to think what it would take to sell yourself something? I mean really sell – have your beliefs changed about a product or a service, getting you to pay attention and invest your hard-earned money. Do you have what it takes to sell yourself? And with the business climate of…
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