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Shane Gibson Keynote Speaker | Social Selling | Sales Trainer | Social Media Strategy

Posts Categorized / 28 days to better selling

  • May 31 / 2009
  • 5
* Sales Podcast, 28 days to better selling, Sales Training, Sales Training Video

Keeping Commitments Day 14 of The 28 Days to Better Selling

Today’s exercise is simple and brief but it can have a big impact on our success as salespeople and entrepreneurs. Watch the video clip from a seminar I did a couple years back and then answer the following questions:

1) Have you lost business in the past due to you or your company missing client commitments?

2) What are the most common areas in your sales and service process where commitments could be broken?

3) What could you do to improve your ability to keep commitments and exceed your client and prospect expectations?

  • May 30 / 2009
  • 3
* Sales Podcast, 28 days to better selling

Twitter for Sales Part 2 Day 13 of the 28 Days to Better Selling

This is day 13 of the 28 Days to Better Selling. Today’s video on Twitter for sales people is about how to get more followers and connect with prospects. It also covers strategies on building community and credibility. This is twitter video is 13 minutes in length which is a bit longer than the rest of the lessons but I felt that the topic needed to be covered thoroughly. Tweet you later!

  • May 29 / 2009
  • 1
* Sales Podcast, 28 days to better selling, Marketing and PR, Sales Training Video, social media, social media training

Twitter for Sales People Part 1 – Day 12 of the 28 Days to Better Selling

Today is day 12 of the 28 Days to Better Selling. Following the theme of prospecting and client development tools the next two days are about Twitter for Sales People (and any other business person for that matter.) how you start using is Twitter is key.

You’re joining a community and introducing yourself effectively can help you build brand and make great connections.  If you’re already on Twitter this may be a bit redundant for you.  For those of you who are not using the tool, or are not getting the results you want, invest the next 9 minutes and watch the video.

28 Days to Better Selling Archive can be found here

  • May 28 / 2009
  • 1
* Sales Podcast, 28 days to better selling

Needs Analysis in Sales Part 2 – Day 11 of the 28 Days to Better Selling

Yesterday we focused on how to construct a client needs analysis questionnaire.  Today’s lesson is focused on how to conduct a needs analysis effectively.

The core take-aways for this lesson are:

  1. Never sell during the needs analysis.
  2. Don’t finish the prospect’s sentences, allow them to explore solutions and challenges in their own context.
  3. Get permission to sell at the end of the needs analysis to maintain rapport and trust.
  4. Always get a commitment for the next step in the sales process.

28 Days to Better Selling Archive can be found here

  • May 27 / 2009
  • Comments Off on Needs Analysis in Sales Day 10 of the 28 Days to Better Selling
* Sales Podcast, 28 days to better selling

Needs Analysis in Sales Day 10 of the 28 Days to Better Selling

A few of us are in different time zones, others have expressed that they are a bit behind on the assignments so technically this is day 10.5 as far as timing goes but don’t worry, we’ll catch up by the weekend with some extra but easy to implement tweaks to our sales process.

Today is about building an effective needs analysis structure, tomorrow I will talk about how to conduct a needs analysis from a rapport perspective.  The topic today focuses on why we need a structured needs analysis process and how to structure it effectivelty.

Your assignment today is:

1) Brainstorm all of the possible closed, open, leading and request type questions you could ask

2) Organize them from least to most confidential

3) Pick the top 5 to 7 questions you could ask a client during an initial meeting or qualifying call

If you want some feedback on your questioning format you can always e-mail me at shane@closingbigger.net.

To catch-up on previous lessons visit the archive for 28 Days to Better Selling.

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