Cliff Sutton Articles
The Million Dollar Message for New Sales Managers
Often being promoted to Sales Manager is the result of brilliant sales performance. It usually does not come with a guide. The challenge is the skills that got you there are not the same skills you need now. New managers often try to sell their way to good sales numbers by selling with and for their team. This is the road to burnout. The Million Dollar Message below can save you from that fate.
How to Meet Interesting People
Many people find it a challenge to meet interesting people, the kind of people they want to get to know and become friends with. You can meet interesting people very easily once you get clear about what you are interested in!
If You Are Not Relating You Are Not Selling!
There used to be a time, when customers would tolerate poor service response times, or staff that didn’t understand their product or services. Or people who were not as engaged in the customers experience as they need to be now.
How the Consultative Sale Works
Consultative selling is a process that requires patience. For the project to be a success all the participants have to come into alignment. When you think about it that's quite an accomplishment, since they all have very well established points of view. Knowing this is inevitable at the start can really help.
How Does the “Jaguar Effect”™ Help Me Make the Sale? Part II
In Part I we talked about using the *“Jaguar Effect”™ insights to meet and problem solve to find the client’s wants and focus only on those. The difference is everything is done in their frame of reference and all potential distractions are left out. It is all about them. Now we move on to problem solving and Closing the Deal. All your selling skills are required. They are simply laser focused and you get the business.
How Does the “Jaguar Effect”™ Help Me Make the Sale? Part I
The process of using the *“Jaguar Effect”™ is a little different than most sales strategies. The good news is you use all the great selling skills you have developed over the years. After all they are very powerful in helping your clients obtain what they want. With the “Jaguar Effect”™ you apply them a little differently. This slight different dramatically increases your sales results.
The Professional Service Business Challenge: Prospecting for New Clients - Case Study of Practical Experience Part II
In Part I we talked about the set-up and details around sustainability - really this is the system piece. Sustainability is a factor that is a result of habits formed plus processes in place to analyze the resulting data. Using systems is a habit of itself. In Part II we talk about results and plans to sustain them.
The Professional Service Business Challenge: Prospecting for New Clients - Case Study of Practical Experience Part I
This two part article will be of special interest to B2B sales professionals and companies who provide professional products and services to that market. It is a case study for services such as consulting, training or HR services as examples. We know that systems elevate us from the feast or famine cycles that small businesses deal with. The real challenge is to build the the process so it an be duplicated.
How Can Reverse Engineering Helps Sales
There is great value in looking at everything you do to bring in business (sometimes that means really knowing what we do, for the first time). Then reverse engineer it and make it better. The movie “Paycheck” provides a clue on how to get started.
Why Send Follow Up Emails?
Our interested prospect does not buy today. We all know that sending follow up emails or cards to people who have shown interest in our products and services means that one day, when they are ready to buy; we are more likely to get a call. There is another important thing happening. Over time our contact is receiving information about the advantages we offer, the services we offer and they are also getting to know us better.
About the Author: Cliff Sutton
RSS for Cliff's articles - Visit Cliff's website
Cliff Sutton is a sales specialist.
He has just launched his Inbound Sales Program. The focus is on helping businesses close more ad response and call in contacts.
Success in sales is based on meaningful contact with the right people. His clients range from small and medium sized businesses to Edward Jones and HSBC Bank. He has a track record of over $70 million in personal sales.
His Sales philosophy is bring customer value and the sales will follow. I am always delighted to share how this works.
Cliff is A Certified Self Management Trainer and a Certified NLP (Neuro Linguistic Programming) Practitioner. He holds a BSc. from Trent University and an RT (Nuclear Medicine).
He lives with his wife and son on Lake Wilcox, Richmond Hill - a little 'country' in the city.
Contact Cliff for 15 minute no charge inbound sales consult at firstname.lastname@example.org or directly at 416-930-6165
Click here to visit Cliff's website.
More from Cliff Sutton
Key Elements of The Sale Trust and Referrals
Gaining Rapport With Customers the Starbucks model
Startling ATS Hiring Stats You Might Double Your Performance
The Professional Service Business Challenge Prospecting for New Clients Case Study of Practical Experience Part I
How Does the Jaguar Effect Help Me Make the Sale Part II
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