Nancy Bleeke Articles

Guest post by: Nancy Bleeke
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Sales and Service: 7 Steps for Positive Customer Interaction

During every customer interaction, whether it’s three minutes or an hour, you leave something behind…a person who is either better or worse off than before their contact with you. To build customer loyalty we need to leave each person better. Here are seven things you can do to make sure you have a positive interaction with your customer.

Focus on the WIIFT for a Powerful Presentation

A while back I had the opportunity to work for nearly two days with the best-of-the-best sales pros in a client company when I presented a workshop titled “Powerful Presentations.” A key idea in this workshop was that our sales presentations are more powerful when we focus on WIIFT – What’s in it for Them – from the open of the presentation through the close.

Increasing Sales and Productivity: Action and Fundamentals

I recently surveyed dozens of sales managers about tools and solutions they use to help their sales teams be more productive and successful in selling. When I analyzed these expert sales managers’ feedback, the key ingredient or “secret” to high sales productivity is ACTION! Another important aspect of success and sales performance is focusing on the fundamentals.

5 Skills Critical to a Sales Professional’s Success in Today’s economy: Equipping Your Team to Succeed

It might seem like it’s a different sales world out there today compared to just a few years ago. At Sharpenz we believe there are five skills critical to a sales professional’s success in this economy: prospecting, working through objections, problem solving, articulating value and following a sales system. Here’s a brief description of each:

Multi-tasking: How to Take the “Crazy” Out of Crazy Busy

If you consider yourself a “multi-tasker” and often reply “crazy busy” when people ask you how you’re doing, then you should listen up. A recent analysis from the business research firm Basex, estimates that extreme multi-tasking costs the US more than $650 billion a year in lost productivity. Here are a few tips to minimize multi-tasking and get more done.

Maintain Your Relationships: It Doesn’t Pay to Play Hide ‘N Seek in Today’s Economy

Remember the thrill of hide 'n seek? Finding the perfect place to hide out until "all was clear" and someone else was found so you could win the game? Unfortunately, some sales professionals are using the current economy as a reason to hide out until the economy picks up too. And while they are hiding, others are seeking and strengthening relationships and winning new business every day!

Multi-tasking: Crazy Busy, or Just Crazy?

I often observe sales and service professionals who are so busy and who believe that multi-tasking during phone calls, conferences, while driving, etc. makes them more productive. My friend Kelly calls this “wearing your Busy Badge.” Does this sound like you? I know it can be me. That is why it was interesting to research information on the productivity of us busy people.

Goals are Dreams with Deadlines: How Goal Clarity Will Get You Where You Want

Recently, many of my “students” have told me they CAN’T set goals because everything is changing and they aren’t sure what tomorrow holds. Changing economies is exactly WHY we should set goals! Here is an easy 5-step process to make goal clarity efficient and successful.

Stepping Beyond Consultative Sales

Collaborative or consultative selling. What’s the difference? Aren’t they interchangeable terms? Not really. Collaboration is a step beyond traditional consultative selling. And an opportunity to sell more WITH your buyers.

How to Jumpstart Your Sales in a Stalled Economy with a GREAT Sales Process

A tough economy may seem like an improbable time to move current and prospective customers forward to a sale. Yet, it can actually be a great time – if you position yourself as a strategic consultant so customers realize they should not wait. Here are some ways to strengthen your strategic value.

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About the Author: Nancy Bleeke

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Sharpenz is dedicated to providing sales managers the resources and tools they need to energize, engage and equip their sales team to sell more each week. Our 30-minute power sales booster meetings help companies increase sales by providing the right tools and training - fast. Designed with the busy manager in mind, Sharpenz ready-to-go sales training kits will give your sales team the opportunity to grow and earn more - all in a half hour of power. To learn more, visit www.sharpenz.com and sign up for your free ready-to-go sales training kit today!

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More from Nancy Bleeke
Timely Tips for Unlocking Great Sales in Todays Tough Economy
Make it About THEM Sales Meetings That Engage
How to Jumpstart Your Sales in a Stalled Economy with a GREAT Sales Process
The Sign of a True Sales Pro Admitting Were Never Too Good for Coaching
Motivate Your Sales Team with Regularly Scheduled Meetings

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