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How to sell to different people – Using social styles

How to sell to the different types of social styles You should try to sell in a manner that compliments what the different types of social styles prefer.  For example if you are a amiable perons that likes the small talk at the start of a sales call you are not going to get of […]

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Selling Skills – Social Styles

The four Social styles to use in face to face selling Coming from such an intense pressured role in pharmaceutical sales we had numerous advanced sales training to make ever single interaction count. Since it was hard enough to actually get to see acustomer when we did we had one chance to make a first […]

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Selling Skills – Gaining true Commitment

Selling Skills – Gaining true Commitment Incall effectivenss (ICE) Finishing of my in call effectiveness series I want to talk about gaining true comitment in your calls. The weakest points in any sales call and presentation is the agenda setting and pre call objective and of course the close, asking for the money! Quite frankly […]

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Selling Skills – Personalising the message and gaining partial agreement

Selling Skills – Personalising the message and gaining partial agreement – In call effectivenss (ICE) I want to carry on my in call effectiveness series with personalising the message and gaining partial agreement I call it the three P’s Purpose – Engage the customer in a compelling value proposition, tailoring your message – Gainingh custmer […]

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Selling Skills – Productive Questioning and Active Listening (prt3)

Selling Skills – Productive Questioning and Active Listening (prt3) In call Effectiveness (ICE) Moving on from part two in my incall effectivenss series I want to to go further and talk about the power of pausing, paraphrasing in more detail, active listening and more skills that you can start using Power of Pausing Here’s a […]

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