Virtual Selling

What is “influence?” The Merriam-Webster dictionary tells us that the definition of influence is “the power to change or affect someone or something : the power to cause changes without directly forcing them to happen.” This is exactly the definition of “influence” as we refer to it in sales. Selling is not just about demand…

Let’s talk about the word “no.” In the context of sales specifically, what are customers saying “no” to? Typically, they are not actually saying “no” to a solution – customers are saying “no” to being sold, they’re saying “no” to a sales call.  How can sales reps adapt to the growing number of unreceptive customers…

3 Keys to Getting Your Prospect’s Attention:

Start with their problem – lead with what’s on their whiteboard.
Share something disruptive or unknown about their problem from your experience.s
Briefly show what is unique about your solution.

As sales professionals, our time is our most valuable resource. How we invest that time will ultimately determine our success in sales.  Have you ever been excited about winning an opportunity, but then had to spend a great deal of time with your customer post-sale, work with others at your company to implement the solution,…

As sales professionals, we have limited time; a finite number of hours to hit our sales goals. How we invest that time will ultimately determine our level of success.  There’s a mentality out there among sales reps that we should pursue every opportunity that comes across our desks. But if sellers are chasing deals that…

Sales reps have less access and limited time with decision makers since the growth of virtual selling. It’s more critical than ever for sellers to spend their time and resources on the right sales opportunities. But how do we know which sales opportunities are the right ones? In the first part of this blog series,…

As sellers, our most valuable resource is our time.  If we had more time, we could close more business.  But, since the onset of virtual selling, it’s been a lot more difficult for sales reps to qualify and win opportunities because we have less access and limited time with decision makers. And while we are…

Are you emotional or logical? Left brained or right brained? Task or relational? The answer for most of us is, of course, both.  However, what many sellers don’t think about is that when it comes to decision-making, and particularly buying decisions, almost all people make an emotional decision and then justify it with logical reasons.…

One of the greatest challenges that all salespeople today face is that our audience’s level of receptivity is rapidly decreasing. Said another way, our customers are becoming less receptive to us and to our messages.  The people who are open to meeting with us, the people who are emotionally open to new ideas, even in…

We recently put out a blog titled The #1 Sales Lesson from Kramer, for all of our Seinfeld fans. We highlighted Kramer’s questioning technique in the episode “The Keys,” where he attempts to persuade George to move to California with him.  I sat down with our CEO, Tom Stanfill, to take this topic a step…