Science reveals that buyers make decisions based on strategic, incremental commitments. How can sales professionals sell in a way that inspires these commitments? David Hoffeld, author of The Science of Selling, was recently my guest on FrippVT Sales Series. Enjoy this excerpt from David’s book, explaining a mental shortcut the brain makes when forming judgments and […]
Read More...Lost Your Focus? An Expert Helps You Meet Your Sales Goals
Tom Redmond is the author of Selling From the Inside Out and a go-to expert on the generation of and management of sales. We recently teamed up to bring you, Selling From the Inside Out: Advanced Sales Overview, part of the FrippVT Sales Series. Watch a replay of our web event and enjoy this great […]
Read More...How to Use You-Focused Language to Connect with Clients & Prospects
For greater sales results shift from I-focused to you-focused language in your sales presentations and sales conversations:
Read More...An Unparalleled Technique to Increase Sales – Be Specific
Are you losing sales you feel you deserve to win? Once your presentation is prepared, there’s still work to do before you deliver it to your prospects. Here are two ways to increase sales: 1.) Learn how to build your credibility. 2.) Focus your sales presentation on what the prospect is interested in. VS. This […]
Read More...8 Steps to Structuring An Outstanding Sales Presentation
Even if you’ve delivered a compelling sales presentation, it often takes weeks or months before you get an answer. Consequently, your goal is to burn vivid examples and key ideas into your prospect’s mind, especially if it is a competitive bid. Yet, what is the average sales presentation structure?
Read More...The 5 Secrets of An Effective Sales Story
People are trained to resist a sales pitch, but no one can resist a good story. Sales strategist, Shari Levitin shares these five secrets to help you tell effective sales stories. The 5 Secrets of An Effective Sales Story by Shari Levitin Since the advent of social media, how we promote our products and services […]
Read More...How to Sell Based on Value – 5 Steps You Can Take
Sales conversations are most effective when they are focused on your client’s concerns – not the product or service you provide. I share this from sales strategist Shari Levitin, who explains how to uncover your customer’s specific core emotional motivators and ultimately improve your sales. We joined forces. Watch our interview in this article. The […]
Read More...7 Sales Presentation Mistakes And How to Avoid Them
Are you confident your sales presentations are consistently more compelling than the competitions? I recommend that you record yourself, then listen carefully to find and correct any sloppy or clichéd language. These kinds of sales presentation mistakes undermine your message. Sales strategist, Shari Levitin explains how to keep your sales language current, compelling, and connecting […]
Read More...Why Social Media Will Not Replace Prospecting
Admittedly, I’m a fan of social media. I post, update, and Tweet daily, as I help people and organizations improve their speaking and sales presentation skills. Unfortunately, many salespeople rely too heavily on social media, hoping it’s a magic path to new business development. I share this article from sales expert, Troy Harrison, who injects […]
Read More...Selling Value: How to Distinguish Yourself From the Competition
Are your sales conversations about price or are they about value? Do you need to distinguish yourself or your organization from the competition? Learn how to define your unique value and make it central to your sales conversations. Don Hutson is a #1 New York Times best-selling author, author of Selling Value, and Hall of […]
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