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Nancy Bleeke Articles

Guest post by: Nancy Bleeke

Sales and Service: 7 Steps for Positive Customer Interaction - Click To Read Article
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.

Increasing Sales and Productivity: Action and Fundamentals - Click To Read Article
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.

Focus on the WIIFT for a Powerful Presentation - Click To Read Article
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.

5 Skills Critical to a Sales Professional’s Success in Today’s economy: Equipping Your Team to Succeed - Click To Read Article
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 - Click To Read Article
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.

Multi-tasking: Crazy Busy, or Just Crazy? - Click To Read Article
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.

Maintain Your Relationships: It Doesn’t Pay to Play Hide ‘N Seek in Today’s Economy - Click To Read Article
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!

Goals are Dreams with Deadlines: How Goal Clarity Will Get You Where You Want - Click To Read Article
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 - Click To Read Article
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 - Click To Read Article
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.

How to Make “Time” for Timely Sales Meetings - Click To Read Article
The benefits of sales meetings and consistent and timely connections outside the front line include improvement in readiness, recharging, repeatability and retention. If these benefits are important, then how do you ensure your meetings are timely? Here are several ways.

Expand Your Precious Time with Sales Meetings - Click To Read Article
Time. Such a fleeting thing for most of us. We can’t add a 25th hour in our day, so the question becomes, how do we get more time? The answer is by being more timely. And you can do that with sales meetings.

More Timely Tips for Unlocking Great Sales in Today’s Tough Economy - Click To Read Article
We all know selling in a tough economy can be challenging, but there ARE things you can do to ensure you prosper during these trying times. Here are five more tips for actions you can take to help unlock the potential of your sales activities over the next 90 days.

Information Versus Interrogation: The Three ‘I’s of Open-ended Questions - Click To Read Article
Every effective sales training course teaches sales professionals to ask their prospects open-ended questions. These are the questions that start with who, what, why, when and how. But when used incorrectly, they can make a needs analysis seem more like an interrogation. Demonstrate professionalism by using the 3 ‘I’s with open-ended questions.

Timely Tips for Unlocking Great Sales in Today’s Tough Economy - Click To Read Article
Whether it’s the first of the week, the first of the month or the first of the year, it’s a new beginning! And we don't have to let the economy dictate OUR success. Here are a few key tips for actions that will help you unlock the potential of your sales activities in the next 90 days. The actions you take now are the ones that will set you up for GREAT success.

Motivate Your Sales Team with Regularly Scheduled Meetings - Click To Read Article
Which would you prefer as a reaction to your sales meeting? “Uh oh. What are they going to make us do now?” or “My manager always makes it interesting!” As a sales manager, how do you get a positive reaction from your team when you ask for their time? One of the best ways is holding regular scheduled meetings.

The Give and Take of Business: 3 Lessons on the Reciprocity of Referrals - Click To Read Article
Want to grow your business in a tough economy? Use the power of reciprocity when asking for referrals from existing customers to grow your sales. When we focus on what we give as well as get, we are more successful. Here are three lessons I’ve learned on the give, take and give of referrals.

Success in Sales: 5 Success Factors that Matter - Click To Read Article
What does it take to be successful in sales? Many would say great selling skills and expertise. Both are equally important. However, to truly be successful more is needed! We have found that the top performing sales professionals we know all have 5 Success Factors in common.

Proper Preparation Prevents Poor Performance: Tips & Tools to Increase Productivity - Click To Read Article
Prior proper planning prevents poor performance. It may be a tongue twister, but it’s important to remember that our productivity is greatly increased when we make the time to prepare. Preparation is a discipline and successful professionals make the time. Here are five ways to do your homework and prepare.

Check Your Lost and Found File: Former Customers Make Great Future Customers - Click To Read Article
Want to win more business? “Lost” customers are the key! Many salespeople hit the delete key on former customers and focus on new prospects, but this is a big mistake! Former customers make great future customers, so increase your sales by earning the business of customers you’ve “lost” over the years. Here are a few steps you can take to revisit your “lost” customers and increase sales.

Sharpen Your Greatest Sales Tool: Bring MORE to Your Sales Meetings - Click To Read Article
When you hear the term “sales tool,” what comes to mind? CRM, Blackberry, laptop? As you mentally list the tools provided for your sellers, do you include your sales meetings on the list? Think about it: In an effective sales meeting, the time you give, the experience of the team and a focus on sharpening everyone for success can make the meeting one of the greatest sales tools of all!

Turning “Lost” Customers into Great Future Customers - Click To Read Article
The search for lost customer sales treasure does take work - but the upside of the effort is huge. You never know what hidden gems of business you might find in your lost customers. Once you’ve identified lost customers with the potential of becoming great new customers, ask yourself a few questions and then make contact.

The Sign of a True Sales Pro - Admitting We’re Never Too Good for Coaching - Click To Read Article
Ringggg. Ringggg. Not my favorite sound in the evening. It was Virginia, someone I knew, trying to explain why I needed her services. I hung up feeling like I had dodged the bullet for now…and went on with my evening. Later she called back for advice on what she could have done differently to improve her call. That is a sign of great professionalism.

Make it About THEM: Sales Meetings That Engage - Click To Read Article
Want to increase the value of your sales meetings? Make it about THEM by including your sellers.When you include your sellers and make it about them, they will pay closer attention, participate at higher levels, see a higher perceived value and will be recharged to go out and sell more!

Referred by: http://www.michelepw.com/



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