What: Opportunity Selling Why: Traditional relationship selling is either inactive, severely limited or dead. Needs are non-existent or substantially diminished thus it is imperative to modify one’s approach now, Solutions: Start doing Opportunity Selling: Please read Corona Virus, Now What Commit to creating in writing a 5 Star sales program built on your unique culture… Read more »
Posts Categorized: Sales
Selling to Opportunties
Second in a series of “Now What” given the COVID virus environment we are all facing. How we need to transform our selling process. Most selling is to needs. You get hungry, see, and then stop at a McDonald’s and eat. You promote a product, program or service, and a customer calls you when they… Read more »
Do You Want to Buy Some Apples? Selling Strategies That Work
“Job-Shopping” versus Partnering Most people in B-B endeavors are in the apple selling business. “I have apples to sell. Do you want any apples today?” There’s nothing inherently wrong with this approach to selling your product or service, however if you’re not right on the spot when there is a need, then you won’t sell… Read more »
Rainmakers: How to Find, Focus and Retain Them
Throughout history there are people who have said that if you paid them enough they could bring down rain from a sky empty of clouds and make an arid land fertile. I’m not too sure about the success rate of those super weathermen, but I do know that, in business, a Rainmaker can help a… Read more »
The ABC’s of Growing Sales: Building a Sales Foundation That Will Last
Being a serial entrepreneur, I have started, grown and sold three companies. There are many contributing factors to this. One key is building a solid sales foundation. Enclosed is a model which includes the 3 key facets that any lasting sales plan must have. A. An Inside Sales/Customer Service Team The people on the… Read more »
Programs, Processes & People (Specialists)
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Using the DiSC has helped in many ways in my business as a recruiter. It helps me understand differe...
Pam Anderson, Anderson Enterprises -
Using DISC makes recruiting easier and more effective from beginning to end. In writing a recruitmen...
Scott U., owner of a recruiting/employee alignment firm -
Understanding DiSC behavioral profiles has helped me tremendously in both my personal and profession...
Debbie R., owner of a business consulting firm -
I use the DISC in two ways. 1) When selling to future clients, I ask some upfront questions to the d...
Lou C., vice president business development, ARS Technology, Inc. -
DISC has been very helpful to me in understanding myself and others better as well as how to better ...
Jim Waszak, Dynamic Sales Innovations, Inc.