by Maryspeaks | Nov 6, 2017 | Blog, Business, Communication, Negotiation, Sales Training
Successful negotiators are prepared negotiators. Most of us are not born negotiators. However, through trial-and-error, we learn how to get what we want. By the age of two, a toddler knows how mommy and daddy tick and what it takes to get a cuddle, cookie or favorite...
by Maryspeaks | Mar 27, 2017 | Blog, Body Language, Business, Communication, Sales Training
Four Tips for Your Sales Tool Box are: Summarize Often Confirm and Clarify The 80-20 Rule Maintain Focus Summarize Often Recap your discussion with your client several times throughout the meeting. Your customer is not forgetful or inattentive. Summaries demonstrate...
by Maryspeaks | Mar 13, 2017 | Blog, Communication, Customer Service, Sales Training
Because there are no visual clues, you must sharpen your listening skills. The following are tools and tips I use to improve my ability to practice the HEARD Process. Before Answering the Phone Take a deep breath. This helps to refocus and switch gears from other...
by Maryspeaks | Feb 27, 2017 | Blog, Body Language, Communication, Sales Training
If you are like most sales people today, more than half of your customer conversations are via the phone, not in person. Excellent listening skills become even more important when visual cues are not available. No matter what you sell; equipment, service plans, ink,...
by Maryspeaks | Feb 20, 2017 | Blog, Copier Leases, Sales Training
If your customer leases, here are a few ways to distinguish you from the regular sales people. Many sales organizations assume that as soon as equipment is delivered the job is complete. The service organization takes over. Sales must wait for the next equipment...
by Maryspeaks | Feb 14, 2017 | Blog, Negotiation, Sales Training
Many sales professionals believe their biggest selling roadblock is that they “Don’t Ask for the Order.” When sales managers review their team’s progress, they ask, how many times did you attempt to close the sale? An old sales myth is that you must hear NO! 10 times...
