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

 

    
Jul 19, 2017 5:15:00 AM by PFPS Leave a Comment

Getting the Right Results the Right Way

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Tagged With: communication, ethics, CONNECT2SELL Blog, gauging performance, goals, selling

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

The Buyer Experience Determines Your Long-Term Success

It's a metric that merits more attention. What do your customers and prospects think about their interactions with you and your company? Is the buyer experience one they'd recommend and eagerly repeat?

Unfortunately, in chasing metrics that are focused on sales activities and results, we're neglecting to measure what matters most. Long term success depends on how buyers feel about working with you. To build for the future, you need to lay a strong foundation with buyers.

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

Jul 5, 2017 5:15:00 AM by PFPS Leave a Comment

Are Sellers Manipulative? The Difference Between Selling, Persuasion, Influence and Manipulation

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Several weeks ago, we talked on air about the Noble Profession of Selling. Since then, we’ve been perplexed by some of the feedback and comments we’ve received about that topic. Two people wrote in to say that they left sales because they couldn’t live with the way they had to lie to and manipulate people in order to make a sale.

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Tagged With: negotiation, buyers remorse, CONNECT2SELL Blog, influence, sales

Jun 28, 2017 5:15:00 AM by PFPS Leave a Comment

What Is Value Creation? Is It Just another Name for Added Value?

You've probably heard the buzz word and may have wondered "what is value creation?" If you're like most sellers, you may have assumed this is the same as value added.

Creating value is not the same as adding value. The bar has been raised significantly by empowered consumers who are looking for better, more, different, special and unique.

Adding value is expected in the course of regular business, and it takes many forms like customer incentives, no-cost options, loyalty programs and giveaways. It involves taking something with a value and adding it on for the buyer.

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Tagged With: buyer relationships, CONNECT2SELL Blog, creating value, DISCOVER Questions™, value

Jun 21, 2017 5:15:00 AM by PFPS Leave a Comment

Why Closed-Ended Questions Stymie Your Sales

Not all closed-ended questions are bad. In fact, some serve an important purpose. Some, but not all.

The purposes for closed-ended questions include getting confirmation or verification, checking for understanding, and narrowing the seller’s responses.

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Tagged With: asking questions, closed-ended questions, CONNECT2SELL Blog, DISCOVER Questions™, needs assessment

Jun 14, 2017 5:15:00 AM by PFPS Leave a Comment

Proposal or Presentation? The Difference Between the Two

In selling, these two words are often used interchangeably, as if they have the same meaning. They don’t. This is more than a matter of semantics. Many sellers truly don’t understand the difference - is it a proposal or presentation? Not knowing can leads to a lot of wasted time and wasted opportunities.

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Tagged With: close, closing a sale, CONNECT2SELL Blog, Propose, sales, selling, The Sales Process

Jun 7, 2017 6:00:00 AM by PFPS Leave a Comment

4 Types of Selling Questions You're Not Asking (But Should Be)

In a recent blog post, we challenged sellers to think about the questions they were asking to determine whether they were truly needs-based questions or actually products-based questions.

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Tagged With: asking questions, CONNECT2SELL Blog, needs-based selling, selling

May 30, 2017 2:18:46 PM by Deb Calvert Leave a Comment

Inbound Sales Day 2017: Stop Selling & Start Leading®



I’m excited to announce I’ll be part of this year’s
Inbound Sales Day, a one-day virtual event exclusively for salespeople. On June 6, I’ll host a session in which I’ll share with you exclusive, new research on the state of sales.

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Tagged With: News, Inbound Sales Day

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.

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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.  

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

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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