TeneoTalent

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 →

Customer Intimacy

December 29, 2011

by Townsend Wardlaw In my work as a sales coach and mentor I often speak about Customer Intimacy. For many, Intimacy is an awkward word to use when referring to your customer (or prospective customers) relationships. Awkward in the sense that most people are uncomfortable with the dynamic of intimacy in their personal lives. For most, [...]

Read the full article →

Job Search Strategies for Maintaining Your Sanity

November 27, 2011

By Brenda Cody Job Search Strategies for Maintaining Your Sanity In the last few posts we’ve been exploring the topic of maintaining your sanity during your job search. The last post addressed self-care strategies, now we’re moving on to job search strategies. As I mentioned previously, you simply can not be successful in your job [...]

Read the full article →