Lisa von Massow shares sales tips and insights
Lisa von Massow's address some key sales and management challenges in business today.
Lisa von Massow on Canada's RadioU
Lisa explains Sandler Rule #11: Money Does Grow On Trees
Lisa explains Sandler Rule #14: A Prospect Who Is Listening Is No Prospect At All
Lisa explains Sandler Rule #35: If Your Competition Does It, Stop Doing It Right Away
Do you find there are some people that you just don’t click with? Effective Communication is more than just exchanging information. It’s also adjusting your communication style to better fit the communication style of the prospect by crafting and asking compelling questions and developing effective listening skills.
Prospects buy for their reasons and they buy emotionally. Success salespeople uncover what a prospect wants, why they want it, and what will happen to them personally if they don’t get it. Through a conversational method, we teach salespeople a trusted advisor approach while removing sales barriers.
The responsibility of a sales manager is to facilitate the success of his team members. If the sales team is struggling, are you looking at the right end of the problem? Often it may be that the manager is spending too much time as a supervisor and not enough as a trainer, coach, or mentor.
Inside sales and customer service teams can make or break the success of your company. Can your team recognize new business opportunities? Is there a process to work with other departments? If they aren’t acting as your second sales force, what opportunities is your company missing?
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