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- The Art of the Executive Summary
- If your sales process involves proposals, your sales crutch on your ability to write a winning executive summary. If it's lame, the proposal goes unread; if it's hot, readers will be thinking "YES!" before they get to the end of the page. Here's exactly how to write an executive...
- Blog posts 2007-07-25
- Information Gathering Made Easy.
- B2B sales is all about solutions, and solutions are all about customer needs. Unfortunately, figuring out those needs must take place early in the sales cycle, when you have the least rapport and when the customer is naturally wary. The time-honored technique to gather this information, and...
- Blog posts 2007-07-23
- Raise Your Rejection Threshold.
- Hallucinations or not, rejections can still sting. And that's a good thing, because that pain represents a fabulous opportunity to improve your sales skills. Your challenge is to discover your personal threshold of pain and then take action to remove the sting. Here's how.Let's start by understand...
- Blog posts 2007-06-18
- How to Build Instant Rapport
- Rapport is the ultimate key to selling. If you've got great rapport with a customer, they'll naturally want to buy from you, and every customer meeting is a pleasure for both parties. If rapport is weak, then every meeting is awkward and difficult, and making a sale becomes...
- Blog posts 2007-06-11
- How To Know When to Close.
- In past posts, I've ragged on trick closes, and gotten serious guff from hucksters who depend on them. I'm still convinced that manipulative closing is a recipe for miserable customers and that instead it's smarter to set up the conditions for a natural, painless close. Here's how.Dr. Robert...
- Blog posts 2007-06-06
- Ron Popeil is a god!
- People like to make fun of Ron Popeil. From the days of the Veg-o-matic food slicer, Ron's "but wait, there's more" patter has been fodder for endless satire. However, even though Ron's carnival selling style is as obsolete as an 8-track tape, he's a perfect role model for...
- Blog posts 2007-06-04
- Countering Misconceptions about Sales
- After reading some of the comments on this blog from non-sales folk, I’m convinced that there are a fair number of businesspeople who neither like nor respect sales pros â€" especially the ones working in their own company. That attitude can be a major impediment to getting things done,...
- Blog posts 2007-05-30
- You are What you Believe.
- If you're like most people, you've accidentally scooped up beliefs that help you fail. Change those beliefs, and you'll be more successful. The beliefs I'm talking about aren't specifically religious, but the arbitrary rules that you use to interpret the meaning of events. Often these beliefs can seem to...
- Blog posts 2007-05-28
- How to Qualify Leads
- I’ve been harping on lead generation because that's where sales pros need a lot of help. In fact, over 70 percent of sales leaders are not satisfied with their lead generation process, according to a survey of sales managers conducted by Jim Dickie, the head of the research and...
- Blog posts 2007-05-16
- How to Qualify Leads
- I’ve been harping about lead generation lately because its an area where sales pros need a lot of help. Over 70 percent of sales leaders are not satisfied with their lead generation process, according to a survey of sales managers conducted by Jim Dickie, the head of the research...
- Blog posts 2007-05-14
- Stop Kissing and Start Kicking
- Prospects buy from people they like, right? Wrong. Prospects buy from people they trust. Given a choice between a buying from a competent jerk and an incompetent friend, a prospect always goes with the guy who can deliver. After all, it’s the prospect’s own job on...
- Blog posts 2007-04-23
- How to Reach the CEO
- In a comment to my previous entry “How to Sell to a CEO” karishmak asked: “How do I reach the CEO? We can be very professional and act like a CEO but its very difficult to reach the CEO especially in the offshore software industry where you are restricted...
- Blog posts 2007-04-16
- How to Call on a CEO
- Sales managers often press reps to call high, since the big money decisions are typically made in the CEO’s suite. Unfortunately, pitching to a CEO is easier suggested than accomplished. It’s not impossible, but it does require rethinking who you are and what you do. Let’s look at...
- Blog posts 2007-04-09
- The Customer-Driven Sales Process
- As explained in my previous post, traditional vendor-centric sales processes are ineffective because they don’t reflect the way that customers want to buy. As such, they can get in the way of a sale as many times as they help move the sale forward. The...
- Blog posts 2007-04-06
- Sales Process vs. Buying Process
- In my previous post, I lambasted the structure of the traditional “vendor-centric” sales process. Don’t get me wrong. Most of the time ANY process is better than NO process, especially for novices who don’t always know what to do next. However, traditional sales processes fall woefully short...
- Blog posts 2007-04-02
- Effective Questioning
- I recently had a conversation about effective sales calls with Wayne Turmel, manager of instruction for the sales training firm Communispond. He says that the best way to move a sales call forward is to ask questions that draw the customer into the sales process. Here are some...
- Blog posts 2007-03-27
- Answering Objections 103
- I want to finish the segment on objections before moving on. I realize that this is pretty basic stuff, but if you dont master the simple stuff, the more advanced stuff wont work anyway.There are three objection-handling techniques that should be in the mental tool kit of every sales...
- Blog posts 2007-03-23
- Answering Objections 102
- In a previous post, I explained the classic “artful dodge” method for answering objections. That always runs the risk of irritating the customers, so here’s a less dodgy approach. This one is particularly useful for vague objections like “I’d like to think it over.” TECHNIQUE #2:...
- Blog posts 2007-03-14
- The Art of Dodging Objections
- Most sales pros hate objections. When you think you’re doing a good job presenting, the last thing you want to hear is “I want to think it over” or “I heard your service department sucks” or the myriad of other reasons prospects give when they’re leery of buying....
- Blog posts 2007-03-09
- How To Close Without Tricks
- The problem with trick closes isn’t the mechanics. There’s nothing wrong with free trials and discounts, which are valid tools to craft a good deal that makes sense to the customer. The problem with trick closes is the “trick” part, which is an attempt to close customers who arent...
- Blog posts 2007-03-04
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