Stop Pitching Your Services and Facilitate the Buying Decision

Selling your services involves more than getting prospects to like what you have to offer. It also involves the buyer getting agreement from all parties and agreeing to change. To overcome this roadblock, Sharon Drew Morgan, author of the new book Dirty Little Secrets, says salespeople need to learn how to facilitate the buying decision. Do so and you can dramatically shorten the sales cycle.

Direct download: SDM_Stop_Pitching_Services.mp3
Category:podcasts -- posted at: 10:30am EDT

Improve Your Value Proposition with Performance Benchmarking Professional services firms that have strong unique value propositions (UVP) grow faster, produce higher margins, and sell at higher prices. One way to offer such a strong UVP is to include performance benchmarking, says Paul Collins, founder and managing partner of Equiteq LLP. Listen as Collins explains how a value proposition that includes performance benchmarking helps you stand out among competitors and leads to greater sales.
Direct download: Performance_Benchmarking_UVP_Collins.mp3
Category:podcasts -- posted at: 10:30am EDT

Cold Calling: 7 Tips to Help You Get Meetings with Prospects Cold calling--the phrase strikes fear in many sales professionals. It is challenging, but it isn't impossible. With these tips from Colleen Francis, Founder and President of Engage Selling Solutions, you'll learn how to prepare for cold calls, as well as techniques to engage prospects and get them wanting to hear more.
Direct download: Cold_Calling_Tips_Francis.mp3
Category:podcasts -- posted at: 11:30am EDT

Using Pictures to Solve Problems and Engage Clients The moment someone picks up a pen to illustrate a point, the people around him pay attention. So, why not use pictures to solve problems and engage clients? Listen as Dan Roam, author of The Back of the Napkin, explains how services professionals can do just that.
Direct download: Roam_Using_Pictures.mp3
Category:podcasts -- posted at: 7:00am EDT





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