How to Win Friends and Build Influence with Gatekeepers

How to Win Friends and Build Influence with Gatekeepers

Receptionists: They’re often the first person seen and the last person considered. However, a smart saleswoman will recognize them for the power they have. Receptionists, like personal assistants and coordinators, are gatekeepers. Gatekeepers can be the difference between you connecting with your potential buyer and being shown out the door. Indeed, it won’t matter how well you can sell your …

Recovering from a Misstep

Recovering From a Misstep

Sales is a tricky business that requires excellent people skills as you build trust with your clients. But no matter how much you’ve mastered the art of sales, you’ll still make mistakes from time to time. What kinds of missteps can occur during the sales process? What about client relationships – are missteps more serious and harder to overcome? Moreover, how …

demonstrate sincere interest in your clients

Demonstrate Sincere Interest in Your Clients

In sales, demonstrating sincere interest in your clients, or worthy intent, is invaluable. It’s how you build stronger, lasting relationships with your clients. Worthy intent in professional sales is all about building relational capital with your prospects and clients – the practice of making a deeper connection with the individuals you work with. You accomplish this by shifting the focus …

Solution vs Relationship Selling

Solution and Relationship Selling: What’s the Difference?

What is the difference between solution and relationship selling? Which sales method will be most effective in your approach? Most sales efforts will fall into one of two categories. Knowing your product or service, your clients, and your sales objectives will help you determine whether to offer solution selling or relationship selling. Different skills apply to each method, though. So …

Foundation of Features & Benefits

The Foundations of Features and Benefits

In sales, knowing the ins and outs of your product or service is crucial. Being well-versed in the features and benefits is the foundation of sales success. While knowing these details is invaluable, it’s not a panacea. You must also think about how an organization’s culture will play into the resonance of these features and benefits. How well do they …

What's The Best Use of Business Travel Time in Sales?

What’s the Best Use of Business Travel Time in Sales?

In professional sales, you’re always on the move. When you’re constantly traveling to new destinations, it can eat into your work time. How do you stay productive while you’re on the road? How can you utilize your business travel time more effectively? Sales veterans Lynn and Tina share their top tips to maintain sales while on the move. Make the …

few top prospects vs. a wide net

What’s Better? A Few Top Prospects or Throwing a Wide Net?

A successful sales career is all about having the right strategy. So what’s better? Should you focus your sales efforts on a few top prospects, or is it better to throw a wide net? Sales experts Lynn and Tina each share their own insights into which strategy to utilize. In part, it depends on your sales goals and the objectives …

Persistence Pays Off

Does Persistence Really Pay Off in Sales?

You’ve probably heard that patience, persistence, and perspiration make an unbeatable combination for success. But does persistence really pay off in sales? There’s a fine line between being persistent… and being a nuisance. In your sales position, you want to maintain both good relationships and good results. Not sure where that line is? Lynn and Tina – both sales experts …

Promoting Yourself

Promoting Yourself is Important in Sales

Promoting yourself is a vital component of career success, especially in sales. Yet for many women in sales, self-promotion is very difficult. Women have been socialized to be modest, agreeable, and quiet, while men have been instilled with the very skills that are praised in the workplace. It’s time for ladies to feel just as confident as men. It’s time …