BLOG ROUNDUP FROM THE SELLING POWER BLOG Sales Success: Focus on How a Prospect Communicates
MIKE FISHER VP, CLIENT DEVELOPMENT INTEGRITY SOLUTIONS
Do you ever ask yourself, “How is it that one sales call is a huge success, yet another goes sideways – often due to miscommunication and miscues?” We’ve all been there. Yet there’s good news: It’s possible to aim for more of the former and less of the latter if you take some time to learn the simple art of matching the pros- pect’s or customer’s communication style. This is key: Learning about how your prospect prefers to communicate – as well as learning about the four types of communications styles (Talkers, Doers, Controllers, and Supporters) – will help you know the best way to connect most effectively with him or her. Read More >
FROM THE SELLING POWER BLOG How to Create the Underdog Mentality Necessary for Success
“Have you ever been to prison?” That’s the question Selling Power magazine founder Gerhard Gschwandtner asked me onstage at the Sales 3.0 Conference in San Francisco on March 13.
JIM HOOKER
PRESIDENT AND CEO TELEVERDE
I had originally prepared a talk track to cover 30 minutes, including our business mod- el. But, in true Gerhard style, he took the conversation straight to our business model. Not that I mind. I never shy away from a discussion of the great things we do – it’s just not usually the first thing I discuss. But the question was appropriate – because Televerde staffs our contact centers with inmates from Arizona and Indiana. It’s a true underdog story that shows these motivated women building a successful future for their families while helping us build a powerful sales team. Read More >
FROM THE SALES LEADERSHIP BLOG
Compassion Fatigue: It’s Here, It’s Real, and It’s Hurting Your Sales Game
You’re constantly outsourcing your energy. Every customer and salesperson who needs compassion, you’re there for them. But filling up their tanks is draining – and that can quickly attack your team’s sales numbers.
KARYN MULLINS PRESIDENT
MEDREPS.COM
This feeling has a name. “Compassion fatigue” is fatigue, emotional distress, or apathy re- sulting from the constant demands of caring for others or from constant appeals from charities. Especially in sales management, the strain from being a mentor and sounding board leads to a reduced sense of personal accomplishment, increased stress, and mental exhaustion. It’s an epidemic in today’s workplace – and could be putting your sales career in danger. Take a look at how to determine if it’s a problem for you – and learn steps for dealing with it at work. Read More >
SELLING POWER JULY 2018 | 31 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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