c2s-blog-banner-2016

 

 

An award-winning weekly sales blog with tips and tricks for selling professionals.

 

    
May 10, 2017 5:15:00 AM by Deb Calvert Leave a Comment

How Getting Clarity on Your Sales Philosophy Will Boost Your Sales

"I'm currently in sales, but I'm not a sales person."

At a sales conference last week, that's how a young, professional woman introduced herself to me. When I asked for clarification, she told me she was too honest, too loyal and "too much about people" to every really be a seller.

[Read more…]

Tagged With: stop selling & start leading, advancing the sale, sales process, B2B buyer research, customer centric

May 3, 2017 5:15:00 AM by Deb Calvert Leave a Comment

3 Ways Your Sales Motivation Will Derail the Sale

Buyers question sellers' motivations. There's nothing we can do about that. 

What we can control is our intent. We can check our motivations to sell and make sure we're not legitimizing our buyers' doubts.  

[Read more…]

Tagged With: stop selling & start leading, advancing the sale, B2B buyer research, customer centric

Apr 26, 2017 5:15:00 AM by Deb Calvert Leave a Comment

Caution! Seller Intent Is What Forms a Buyer's First Impression

Buyers are suspicious and guarded. 

Sometimes, sellers give them a reason to be. 

[Read more…]

Tagged With: stop selling & start leading, advancing the sale, B2B buyer research, customer centric

Apr 19, 2017 5:15:00 AM by Deb Calvert Leave a Comment

Alignment with the Buying Cycle Humanizes the Sales Process

Process helps us take the right steps and advance the sale.


But only to a point. When we prioritize process over people, we lose. 

[Read more…]

Tagged With: stop selling & start leading, advancing the sale, sales process, B2B buyer research, customer centric

Apr 12, 2017 5:15:00 AM by Deb Calvert Leave a Comment

The Most Critical Selling Skills -- Like Leadership Skills -- Are Interpersonal

Being in a sales role is a lot like being in a leadership role. 

Like leaders, top sellers influence and inspire others. Like leaders, high-performing sellers clear obstacles and open up the path to somewhere new and improved. Like leaders, savvy sellers connect with people in ways that make a difference.  

[Read more…]

Tagged With: interpersonal skills, stop selling & start leading, advancing the sale, B2B buyer research

Apr 5, 2017 5:15:00 AM by Deb Calvert Leave a Comment

Overcoming Sales Objections Is Easier than You Think

We dread them. We dodge them. We deny, debate and discourage them. 

What would happen if, instead, we genuinely appreciated our buyers' objections? 

[Read more…]

Tagged With: stop selling & start leading, advancing the sale, overcoming objections, sales process, B2B buyer research

Mar 29, 2017 5:15:00 AM by Deb Calvert Leave a Comment

How to Completely Obliterate Negative Sales Stereotypes

Tired of being saddled with unfair stereotypes about sales professionals? 

Me. too. That's why I take pains to demonstrate different actions and to disassociate myself from the ones that cause buyers to cringe or to avoid me. 

[Read more…]

Tagged With: stop selling & start leading, value creation, B2B buyer research

Mar 22, 2017 5:15:00 AM by Deb Calvert Leave a Comment

How to Ensure a Positive Customer Experience for Your B2B Buyers

This is so obvious that it shouldn't merit a full blog post.   

Sadly, though, it requires a blog post because this offense is repeated over and over again by sellers. Buyers notice and are bothered greatly by it. Yet sellers persist, not fully aware of the negative impact.  

[Read more…]

Tagged With: stop selling & start leading, B2B buyer research, buyer experience, customer experience, CX

Mar 21, 2017 5:00:00 AM by Guest Blog Post Leave a Comment

The One Question Ultra-High Sales Performers Never Ask

Guest Post By Jeb Blount, Author of Sales EQ:  How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

In a recent training session, a sales rep asked this question:

[Read more…]

Tagged With: Sales EQ, Jeb Blount

Mar 15, 2017 5:15:00 AM by Deb Calvert Leave a Comment

The Real Reason You Need to Know Their Buying Criteria Early On

Here's a question every seller should ask every buyer every time:

What are the top criteria you're evaluating as you make this decision?  

[Read more…]

Tagged With: stop selling & start leading, value creation, B2B buyer research, lead qualifying, lead qualification

BE THE ONE SELLER BUYERS WANT TO TALK TO

New Call-to-action
Get the best-selling sales book that sellers can't stop talking about! Discover DISCOVER QUESTIONS® on Amazon.com or download as an e-book on Kindle.

OUR GIFT TO CONNECT2SELL READERS



Download this complete webinar series to gain confidence and competence in every negotiation.

JOIN THE MOVEMENT!

Buyers are demanding more than ever from sellers. But what? Replace stereotypical selling behaviors with leadership behaviors and join the movement: Stop Selling and Start Leading™! Learn more here today