TeneoTalent

Tips to Getting What You Want Out of Sales Calls

May 3, 2012

Have you been landing lately?

Pilots joke that any landing you can walk away from is a good landing.  That happens too frequently in selling. It is easy to walk away from a new prospect meeting, and not know with clarity what should happen next. Of course, there are implied next steps that quickly fade from memory of the buyer and seller. Then the seller, in an effort to jump-start the process, starts making follow-up calls. Those follow-up calls quickly turn into annoyances because there is no clear purpose other than hoping something might develop. Take the time to think through your specific objective on each call.  Is it to gain information, start a relationship, qualify need, or decision process? There are dozens of possible objectives.  Just be clear on that specific meeting’s objective and if it is met what is the next step you want to ask for. A good general rule is that every call should end with a “Yes, let’s do it!”, a “No,” or a next step that is specific on time, content, and action.

A set definite objective must be established if we are to accomplish anything in a big way - John McDonald

{ 0 comments }

Getting the Sales Job Where You Will Thrive

April 13, 2012

It has been said that anything is easy – if you only know how. No one knows more about interviewing than Teneo Talent. As founder of TT, I’ve been representing people like you for years. In fact, we are probably as close to being interview experts as one can hope to be. This automatically makes [...]

Read the full article →

Do You Make Selling Hard by Talking Too Much?

March 27, 2012

From Leadership Connections: Generally, consultative selling is a selling process that involves more questioning than presenting.  It seems counter intuitive to the stereotype vision of selling.  Why would questions be more effective than presenting? There are numerous reasons good questions are better than spraying features and benefits.  Here are a few: Prospects love to buy but hate being [...]

Read the full article →

Know the Selling Steps that Lead to Closing a Sale!

March 10, 2012

From Leadership Connections: Being skilled in using a sales process is like leading a dance.  If you dance  with a great dancer, you want to dance all night.  Being with a poor dancer prompts partners to make excuses, such as “I love to dance, but I have to make a  call,” or other reasons to get [...]

Read the full article →

Sales Prospecting Success: Consistency is the Key Selling Skill

February 23, 2012

From Leadership Connections: Finding prospects, qualifying, closing, and account management (sales implementation) are the major activities of selling.  Tracking surveys show that nearly 80% of sellers spend less than 20% of their time initiating contacts to prospects by making a cold telephone call, walk in, networking, or asking for referrals.  Yet the ability to prospect is the trademark of [...]

Read the full article →

Take the First Steps Toward Building the Brand of You

February 1, 2012

by Malinda Mosholder If and when you go to a networking event, are you aware of your brand? Aware of your message, of why you are there? Aware of the position you may be seeking, or the job that you are more than happy in? Does your elevator speech succinctly say everything that you want [...]

Read the full article →

Being the Best You

January 16, 2012

by Malinda Mosholder The truth of our world and culture is that judgments are made in a split second. Our senses are so bombarded at all times that we have learned how to multi-task our decision making to an incredibly streamlined process that we barely notice it. At the grocery store, we scan over every [...]

Read the full article →

← Previous Entries