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Hub You - The Sales Training Series: How To Sell Solutions
How to Make Your Career Resolutions Stick
A recent study by executive search firm Korn-Ferry revealed that 70% of executives plan to make a career related New Year’s resolution. Yet experience shows that more than 80% of them will be significantly off-track before the end of the first quarter.Why? Distraction -- the number one enemy of success.Here are some tips to beat the odds and ma
the salesperson present too many low-priority capabilities.A recent study by executive search firm Korn-Ferry revealed that 70% of executives plan to make a career related New Year’s resolution. Yet experience shows that more than 80% of them will be significantly off-track before the end of the first quarter.Why? Distraction -- the number one enemy of success.Here are some tips to beat the odds and ma
What salespeop
Why You Don't NEED a Marketing Plan
If you pick up a copy of the November 2003 issue of Entrepreneur magazine, you'll see my Web site listed on page 10, along with a good amount of promotional copy.How did I get featured in a major, national magazine?Do I have a great PR person? Did I know someone at the magazine? Was this part of my carefully-crafted marketing plan?N
Salespeople are commonly told to sell “solutions” and “value” rather than just product features. But when the time comes to present their products, they fall back on generic scripts with no direct connection to any specific needs the customer has revealed. The customer winds up in a one-sided conversation, listening to the salesperson present too many low-priority capabilities.If you pick up a copy of the November 2003 issue of Entrepreneur magazine, you'll see my Web site listed on page 10, along with a good amount of promotional copy.How did I get featured in a major, national magazine?Do I have a great PR person? Did I know someone at the magazine? Was this part of my carefully-crafted marketing plan?N
What salespeopl
Being a Great Boss
Are you one of those bosses that people just love to hate? Maybe successful, maybe very intelligent, maybe organized and moving forward but just can't get along with people. Communication and other people skills are as important to the success of your business as your talent, knowledge and entrepreneurial drive. After all, you cannot do it all by yourself and
roduct features. But when the time comes to present their products, they fall back on generic scripts with no direct connection to any specific needs the customer has revealed. The customer winds up in a one-sided conversation, listening to the salesperson present too many low-priority capabilities.Are you one of those bosses that people just love to hate? Maybe successful, maybe very intelligent, maybe organized and moving forward but just can't get along with people. Communication and other people skills are as important to the success of your business as your talent, knowledge and entrepreneurial drive. After all, you cannot do it all by yourself and
What salespeop
The Pretty Woman Theory
We’ve all seen it. Julia Roberts is shopping on Rodeo Drive. She’s dressed in her “professional” gear and gets that infamous attitude from the saleswomen. And of course, we’re all cheering when she stops back by the store in her newly purchased couture, arms laden with shopping bags and delivers my favorite line of all time. “You work on commission right? Big
ck on generic scripts with no direct connection to any specific needs the customer has revealed. The customer winds up in a one-sided conversation, listening to the salesperson present too many low-priority capabilities.We’ve all seen it. Julia Roberts is shopping on Rodeo Drive. She’s dressed in her “professional” gear and gets that infamous attitude from the saleswomen. And of course, we’re all cheering when she stops back by the store in her newly purchased couture, arms laden with shopping bags and delivers my favorite line of all time. “You work on commission right? Big
What salespeop
Materials Handling 101
Materials handling can be defined as the act of loading and unloading and moving goods within a factory, using mechanical devices. Materials handling equipment means equipment, including its supporting structures, auxiliary equipment and rigging devices, used to transport, lift, move or position persons, materials, goods or things. It also includes mobile equi
r has revealed. The customer winds up in a one-sided conversation, listening to the salesperson present too many low-priority capabilities.Materials handling can be defined as the act of loading and unloading and moving goods within a factory, using mechanical devices. Materials handling equipment means equipment, including its supporting structures, auxiliary equipment and rigging devices, used to transport, lift, move or position persons, materials, goods or things. It also includes mobile equi
What salespeop
Workplace Conflict Will Continue to Distract Management in 2007
Despite an increasing body of knowledge when it comes to workplace conflict, one trend has remained steady for the past 10 years. Validating earlier surveys, a recent study by Accountemps shows no change in the amount of time that supervisors are spending to resolve employee issues.For the past decade managers have consistently spent 18% of their time
the salesperson present too many low-priority capabilities.Despite an increasing body of knowledge when it comes to workplace conflict, one trend has remained steady for the past 10 years. Validating earlier surveys, a recent study by Accountemps shows no change in the amount of time that supervisors are spending to resolve employee issues.For the past decade managers have consistently spent 18% of their time
What salespeople lack is a structure for presenting products in a way that ties features and benefits directly to the customer’s expressed needs.
Lack of structure in a presentation is a prescription for lack of perceived value.
There is such a structure—Action Selling’s TFBR method (for Tie-Back, Feature, Benefit, Reaction)
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