As a tenured sales professional, you have worked hard to build their book of business. Now what are you going to do to protect the accounts you've built? This week, Larry and Darrell peel back the onion on the topic of how to protect your current accounts.
Great sales professionals are real, relatable, and relevant with their clients. Larry Levine, author of Selling From the Heart, shares steps you can take to be more authentic with your clients to get better results.
A sales servant is more than a visionary word change, it's a mindset and belief change. It's based on the purpose to serve versus reactive customer service. To become a servant YOU must change your mindset, discipline and heart.
As a sales professional, you have a choice between two different ways to value and price your recommendations. You can base your price on the value you add or you can take the easy way and base your price on the money you save. Pricing based on saving the prospect money over their current spend seems like the easy way out.Many sales reps do this thinking it’s a fast way to win a deal. But there are four huge problems with this approach.
If you wish to sit with executive leaders at the decision-making table, you need to learn, consume and mirror their characteristics. Larry Levine shares the three ingredients: sincerity, substance, and heart.
As a salesperson or sales leader, what are some key areas of self discipline? Allow me to consider a few. I’m sure this won’t be an exhaustive list. If you’d like to add to it, put your ideas in the comments section below this article.
You can be credible, reliable and loving but if it’s painfully obvious you only have your own interests at heart people will see through your charade. They will call you out for what you are, an empty suit.
Sales reps need to build bridges to prospects by developing authentic relationships. Larry Levine challenges sales reps and gives practical ideas to create geniune relationships with clients and prospects.
May of us remember that 1984 Wendy's commercial with the old lady looking with disappointment at her hamburger. There was a lot of bun, but not much beef. I think that many prospects are asking the same question of sales and marketing professionals. Buyers are crying out for partners who can help them solve their problems. Be that person and you win.