| Below is a list of articles with the most recent ones listed first. |
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Four Sales Tactics for Building Rapport with Clients |
Topic: Sales Tactics |
| It may be common for us to believe that building rapport with clients is purely based on the client liking our personality. And if that is the main factor and if we kind of are who we are at this point in our lives, we could fall into believing that rapport is either going to naturally build if the... |
| Published: Tuesday 03 January, 2012 |
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Find Pain to Improve Selling |
Topic: Sales Tactics |
| When trying to improve selling, one of the quickest ways to improve results is to improve your ability to find pain. Pain in this context is essentially the impact felt when something is not working well or could be working better. In order to generate leads and identify which prospects it makes s... |
| Published: Monday 02 January, 2012 |
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Three Ways to Display Strength to Improve Selling |
Topic: Sales Tactics |
| When looking to improve selling, it can be very helpful to establish credibility and one way to achieve that is to display strength. Strength in this context refers to a high level of competence as a sales person, having a quality product to sell, and working for a stable company. And below are th... |
| Published: Friday 25 November, 2011 |
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Using Social Proof to Improve Selling |
Topic: Sales Tactics |
| There are two different times where it is helpful to establish some sort of credibility when trying to improve selling. First, when we face gatekeepers that are trying to screen us out, establishing some credibility can sometimes help them to decrease their guard and feel more comfortable letting u... |
| Published: Thursday 24 November, 2011 |
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Counterintuitive Sales Tactics – Outcomes when Disqualifying |
Topic: Sales Tactics |
| When we use sales tactics like disqualifying, we are will try to look at and collect data that identifies how well prospects fit with what we have to offer to determine how much of a probability exists of them moving forward with a purchase at some point. Formal disqualification is essentially the ... |
| Published: Wednesday 23 November, 2011 |
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Effective Sales Tactics - Magnify Uncovered Pain |
Topic: Sales Tactics |
| Sales tactics can be used to create very productive conversations with prospects and identify which direction to go. One of those tactics is to magnify any pain that the prospect is experiencing that we identify through our discovery and discussions. Pain in this context is essentially the impact ... |
| Published: Sunday 20 November, 2011 |
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Finding Pain to Improve Selling |
Topic: Sales Tactics |
| In order to improve selling and identify which prospect it makes sense to keep talking with, we need to effectively find out if things are great, things are OK, or things could be better. If things are just OK or could be better, pain could exist and getting the conversation focused on this pain wi... |
| Published: Saturday 19 November, 2011 |
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Counterintuitive Sales Tactics – Disqualify Sales Prospects |
Topic: Sales Tactics |
| The interesting thing about counterintuitive sales tactics is that you do the exact opposite of what you think you should do and in many cases see a very positive result. This article outlines the sales tactic of disqualifying a sales prospect by questioning whether they are the right fit at the ri... |
| Published: Sunday 13 November, 2011 |
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Qualifying Sales with Light Questions First |
Topic: Sales Tactics |
| When working on qualifying sales while cold calling, we may want to lightly qualify first as we are just initially trying to determine if it makes sense for everybody to keep investing time talking. Examples of the types of things to look at when asking light qualifying questions are general quest... |
| Published: Saturday 12 November, 2011 |
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Seven Tips to Establish Rapport in Sales (Part II) |
Topic: Sales Tactics |
| Being able to effectively build rapport in sales will have a tremendous impact on improving sales results. This is because not only do people buy from people they like, but more importantly having rapport will greatly improve a sales person’s ability to control and manage an opportunity through a s... |
| Published: Sunday 18 September, 2011 |
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