A major issue many businesses face is the lack of in-house expertise to fully understand and leverage the intricacies of these software programs. When things go wrong, companies often blame the software, but the truth is, they simply don't have the right person on staff to navigate the system effectively. On the flip side, many […]
Preparation Preparation for the uptick in calls. Review and make sure that your Standard Operating Procedures (SOPs) are reviewed and everyone is on the same page. Matching what we do in the field with what inside CSRs tell the client will be accomplished and eliminate many unnecessary calls coming back to the office. Attitude Assure […]
Whether you love your sales professionals or think they have significant room for improvement, your leadership style should match your team’s dynamic. People who lead sales teams must recognize that different situations and team dynamics call for various leadership styles. By identifying whether your team responds more to an authoritative, democratic, or transformational style, you […]
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Click here to download the full-sized version. You will never use all of these closing techniques in each call; however, you should know all of these. This way you can reach into that invisible bag of sales techniques when needed. Some old and new and I want to thank all of the great sales professionals […]
I recently had a conversation with a client about the Elimination versus Control. Each approach has its own set of advantages and considerations. However, when I see a company that finds itself servicing clientele with a low to zero percentage of complaints, I wonder what you should call it in your business. In the realm […]
The reasons that your current clients cancel service/s can vary depending on their specific circumstances and experiences. However, don’t let the “required field” in your system be the determining factor when your hard-earned clients cancel. You have to check the pulse of this critical component in your business. Here are some areas I recommend you […]
In the competitive landscape of Business-to-Business Sales (B2B), success often hinges on the ability to identify and pursue additional opportunities consistently. For commercial sales representatives, one strategy stands out as a game-changer and that is “ID 5". This simple yet powerful approach involves identifying and documenting five potential accounts to pursue each day while in […]
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Watch Patrick Quigley on the latest episode of the PMP Industry Insiders podcast. Topics include how to handle selling over only the phone, what to pay selling technicians, and pay structures.
