Engaging Your Prospect: Deliberately Asking Good Questions
Do your current questioning skills move your clients to buy? In this one-hour complimentary webinar, Julie Thomas, President and CEO of ValueSelling Associates, will introduce you to the etiquette and...
View ArticleEffective listening
Do you have the skills to effectively manage the sales conversation? Effective listening skills are critical for sales professionals yet are often overlooked. Good communication is a two way street....
View ArticleCustomer retention: Renewal best practices
Did you know that the time you spend on customer retention could be your most profitable activity? We all know that the cost of keeping a client is less than the cost of bringing in a new client. Even...
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Retaining your customers in 2014
Many salespeople are guilty of “hit-and-run” selling. They get the order and then disappear until the renewal is due or when they want to upgrade the customer with additional products or services....
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What you don’t say speaks volumes
The next time you pore over that PowerPoint presentation to come up with the right words, consider this: less than 10% of communication comes from what we actually say. The vast majority of the message...
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How to warm up your prospect’s cold feet
You’ve labored for months with a prospect who seemed interested in your services. She returned calls and replied promptly to emails. Everything was moving right along and then … nothing. Nada. Radio...
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Work smarter, not harder
Picture this scenario: It’s a Sunday morning and I’m having breakfast with my family in a crowded, bustling restaurant. Two guys get squeezed into the table next to us and it only takes about 10...
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Three lessons learned from Derek Jeter
We watch a lot of sports in our house. There is almost always a game, tournament, or other type of competition on our TV. The past few weeks have been no exception. If you’re at all interested in...
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