Complacency Kills

August 2, 2012

Relying on past sales success as an excuse for today is risky. William Pollard, the   famous English clergyman, said, “The arrogance of success is to think that what we did yesterday is good enough for tomorrow.” Of course, past successes and triumphs deserve celebration, but the real accomplishment is to achieve consistency. Who would support a star [...]

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Consistent and Coordinated Sales Execution

July 19, 2012

by Townsend Wardlaw Two weeks ago, I received an email from a sales representative working for a company whose mailing list I had opted into some time ago. The company is in the luxury vacation rental industry and sells a membership that entitles you to renting any of their 200+ incredible properties anywhere in the [...]

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When Customers Become Friends

July 1, 2012

Relationships are paramount in business to business consultative selling.  Relationships exist on different levels but avoid confusing wanting approval, and courtesy with real trust.  For some salespeople and customers, juggling the relationship with business is not an issue.  For others the relationship can actually interfere with selling.  Are you making social, ‘How are ya?’ calls [...]

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Selling Like You Don’t Need the Money

June 11, 2012

 by Garry Duncan      ”Dance as if no one is watching” is a great analogy for selling.  Change it to “Sell like you don’t need the money” and watch your salesgrow. Why?  Because  appearing needy, or weak, doesn’t convey  confidence in yourself or your offering.  The first sale is you and then your offering.   Enthusiasm doesn’t fit with all buyers, especially [...]

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Do You Make Selling Hard by Talking too Much?

May 22, 2012

by Garry Duncan 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 [...]

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Tips to Getting What You Want Out of Sales Calls

May 3, 2012

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 [...]

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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 [...]

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