Written by Jamie Irvine | 3.5-minute read
In my current sales role I have been managing my territory for nearly a year and in the last month, I have had three very productive meetings with customers where I was able to be a truly consultative sales person.
Let me tell you the story. Continue reading “Consultative Selling in Action”
Written by Jamie Irvine | 3.5 Minute Read
If you care about your career, your business, and the people you do business with then regardless of whether you are willing to admit it or not there is an emotional side to sales.
All the sales training tells us that when we are selling we need to put our heart and soul into our sales process but then when we are rejected all the sales training tells us to not take it personally.
How can you do both? Continue reading “The Emotional Side of Sales”
The art of being a great salesperson is, in my opinion, best achieved when you marry inborn personality characteristics and training with a sales system that takes advantage of the science of making money.
The system that most sales professionals use can be broken down into 4 individual steps. These steps kept in the correct order produce consistent and predictable results. The methodology and technology used to execute this system is merely the “how” and can be personalized to fit any salespersons preference and more importantly any customers preference. Continue reading “3 Different Types of Sales Presentations (3.5 minute read)”
You have a specific set of personality characteristics that define you. These personality characteristics that you inherited from your grandparent’s and parents were shaped by the environment you grew up in. The result is that you now have a personality profile and that profile can be matched to a specific job or role in a company.
Just as people from the same family can be very different from one another despite sharing the same DNA, so can the role of a position in a company within an industry.
So what kind of salesperson are you? Continue reading “What Kind of Sales Person Are You? (3-minute read)”
Learn about the key elements that make a sales plan successful.
Are you working in the right direction?
A sales plan will help you to organize your activity into a systematic approach that will move you consistently toward your goals. A sales plan establishes clearly defined goals, priorities, timetables, and necessary resources. It is a roadmap to success.
Continue reading “How to Write a Successful Sales Plan (3.5 minute read)”
The Pareto principle (also known as the 80/20 rule, the law of the vital few, or the principle of factor sparsity) states that, for many events, roughly 80% of the effects come from 20% of the causes. – Wikipedia
This principle can be applied in almost every aspect of business and life. In the context of today’s article, we are going to apply it to identifying the core of your business. Continue reading “Identifying Your Core Products and Services (1 minute read)”
Learn how to improve your communication style.
“Man does not live by words alone, despite the fact that he sometimes has to eat them.” – Adlai Stevenson
Can you improve your communication style? Like any skill with education and practice you can. This investment in yourself can pay huge dividends in future earning potential.
Continue reading “Successful Communication Skills for Sales Professionals”