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Your Sales and Sales Management Questions Answered
| Guest post by: Dave Kurlan |
Article Overview: In an article last week, I provided the post to a sales competency contest. The final question in that survey asked the participants for any sales issues they needed help with. Today I'll answer the first four of those questions below:
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Free Download - Sales Courage and Resilience By Dave Kurlan |
Your Sales and Sales Management Questions Answered
In an article last week, I provided the post to a sales competency contest. The final question in that survey asked the participants for any sales issues they needed help with. Today I'll answer the first four of those questions below:
Q - Any tips on maintaining emotional control when dealing with dissatisfied customers?
A - Yes! And instead of defending, explaining, correcting or challenging, simply be prepared to always do the following:
* smile
* apologize
* take responsibility
* ask, "...and assuming I can fix that for you, then....?"
Q - How can I measure behavior besides call reports and forecast sheets that look good but the results do not support the promises?
A - Call reports are like movie reviews - they are one person's opinion of what they observed. Unfortunately, salespeople don't observe very well, aren't very impartial and their version of what happened is usually based more on how the conversation evolved rather than whether or not they met the call criteria. It's that call criteria that will transform inaccurate forecasts into predictive tools. You can learn more by reading this article and following the embedded links.
Q - Niche, new and unique high ticket software with long sales cycle, that due to its recent introduction, is unbudgeted by client for their current year. What is the single most important step to shorten that cycle?
A - Slow down at the earliest stages of the sales process. You can learn more by reading this article and following the embedded links.
Q - When taking on a new account from another manager, what do you think is the best way to build the relationship?
A - I'm assuming you mean account manager. The best way to build the relationship is to:
* apologize for the change
* give assurances but suggest that "you can judge my words by my actions"
* do what you always do when you build a relationship from scratch
* under promise and over deliver
* ask tons of questions to identify ways you can uniquely add value that others aren't adding
* ask how you can add value
* invite your customer to lunch
Do you have some additional tips you would like to add to my answers above? Click comment and leave your mark!
I'll answer more of these questions in the days to come. In the mean time, one of my articles has been nominated for Article of the Year. You can vote for Dave Kurlan's article right here.
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Article Tags: dave kurlan, sales coaching, sales expert advice, sales force, sales metrics, sales tips, sales training
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website Click here to visit Dave's website   Salesperson Selection Visual Pipeline Predict Sales Turnover |
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Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Seek Venture Capital & Funding
- Hello,
Greetings from India.
I am Seeking Venture Capital for Offshore Software Company Start-up. Need advise along with Business Model Sample.
I have a basic outline for an offshore company.
1. Technology - like Microsoft Dot Net, Java, LAMP
2. Talent Team - Found Good Technology Developers.
3. Where I can get the leads/potential customers - Leads have been identified who are willing to move forward offshore projects.
4. I do not have resources like funding. It is a very critical factor to me
Industries: Manufacturing, Real Estate, Retail, Insurance, Distribution & Logistics, Healthcare, Industry Associations and Software Product Development, Agricultural Industries and Etc.
Services: Offshore Software Development Company.
Offices to be located: Hyderabad, Andhra Pradesh, India and USA.
Products/Services/Applications in areas like POS & Billing, Sales & Distribution, Production Planning, Material Management, Inventory Control, Plant Maintenance, Purchasing, Accounting and Logistics. Dynamic Web Programming with Database Driven Content Management Systems, Online Stores for E-Commerce, B2B Solutions, Community Portals, Website Redesign and Development, Custom ERP with Enterprise Wide Functional Modules such as Marketing, CRM, Accounting, Inventory Control, Sales & Distribution, Production Planning, Purchase & Stores, Logistics and Supply Chain.
Seek your further questions and help.
Thank you,
Best Regards, Jayapratap.
Hello From Marietta GA!
- Hello All!
My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
Different Hats
- CEO Sales & Marketing & Leadership Development Company
Strategic Vision 10
Alliances & Growth Strategies 10
Hiring & Managing People 8
Mentoring 8-9
Strategic Planning for Clients 10
Execution of Marketing Campaigns 9-10 (i have great people who do the nitty gritty)
Financial Management 9
Bookkeeping 3 (outsourced as I really hate the fine details like GST0
Administrative Follow Up 6-7 (again have great staff)
Writing & Publishing 9 (getting better all the time!)
Speaking 10 (so I have been told)
Self Promotion 9-10
Web development & Promotion 6-7 (learning more and have brought on players who are 10+)
Babysitting Employees (1 - wont do it, that's why I work so hard to hire and motivate the people I have)
Great topic Kevin!!
Jude
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