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Selling Skills – Productive Questioning and Active Listening (prt2)

by Theo on 08. Mar, 2009 in Selling Skills

Selling Skills – Productive Questioning and Active Listening (prt2) In call effectivenss (ICE) In my last post we looked at ICA, which stands for Identify, Clarify, Agree and commit, this little sales tool gives you the right structure to ask the right questions and to take part in active listeing by clarifying and paraphrasing the [...]

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Selling Skills – Productive Questioning and Active Listening (prt1)

by Theo on 01. Mar, 2009 in Selling Skills

Selling Skills – Productive Questioning and Active Listening – Incall Effectiveness (ICE) As part of my ICE series I want to look at productive questioning and active listening.  Quite frankly you need to practice, practice and practice.  This combined skill takes a while to perfect as sales reps especially with technical sales you often when [...]

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Selling Skills – Gaining attention and interest

by Theo on 25. Feb, 2009 in Selling Skills

Selling Skills – Gaining attention and interest – In call effectiveness (ICE) The most important part of you sales call is the first 30-60 secs.  Granted that the first impression rule works in as little as 10 secs.  But here is where you must clarify the customers needs and engage the customer in a compelling [...]

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Selling Skills – Selling to the Amiable (green person)

by Theo on 19. Feb, 2009 in Selling Skills

The Green person The final color we need to look at and how we can better interact with this type of personality: Green people will come across as: Relaxed Amiable Patient Emotionally focused Relationship focused Informal Slower paced Democratic Understanding Say yes, mean no! – I’ll expand Agreeable The green person is the person that [...]

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Selling Skills – selling to an Analytical (Blue person)

by Theo on 12. Feb, 2009 in Selling Skills

Selling to a blue person Since I have my blue days I know what I’m like!  I think I got my red driving personality from playing high level sports and being in a competitive environment for over 25 years. My blue side is the studious side of things where having studied all the sciences at [...]

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