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Communication is the act of conveying meanings from one entity to another. The steps to all communication are: The formation of communicative motivation or reason, message composition and message encoding. Communication skills are essential in Sales.

5 Topics That Sellers Should Write About

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Every real profession demands that its members read to remain relevant. Their members research topics including the latest trends, industry obligations, case studies and research findings. Those within their ranks who are respected most are the ones who develop insights, achieve the best results and publish their findings.

12 Reasons Why You Should Be Fired

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If you’re a sales manager or CEO, send this to the entire sales team and put them on notice - stop screwing around with your success; be the professional you’re paid to be.

Telephone Sales Techniques For Success (Part 3): 18 ‘On-The-Call’ Actions

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You’ve prepared extensively for the coming call. You’re in the right mindset, and you know everything possible about your client. Here’s 18 tips on what to do when you pick up the phone.

4 Actions To Implement When Selling Becomes A Painful Process.

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The only way to discover the truth is to communicate in a way that helps the other person feel comfortable telling you the truth. What you don’t want is for them to think you’re calling just to make the sale.

Speak to Me – Personalisation in Sales

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Technology provides a myriad of tools that allow you to aggregate information and then find relevant content to share. Know your customers, know what drives and motivates them and truly know what information they engage with best.

Engaging The CEO (PART 3): Language Of The C-Level Executive

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If we want to elevate how we influence and sell, to engage at the CEO or the CXO level in an organisation, then we need to talk the language of leadership and it occurs at two levels: Discuss how you can deliver outcomes and manage their risks. Talk about the numbers and the business case, plus how success will be measured.

Talent Versus Skill. Time To Sharpen Your Skills?

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Anyone with the desire to work on themselves and grow personally can learn. It really doesn’t matter where people start, as long as they view sales as a profession and invest the effort necessary to learn and perfect the skills.

5 Strategies To Handle Intimidating Prospects

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Batman or High D’s are not intentionally unkind or rude. Their bark is often worse than his bite. If you respect them and meet their expectations, they will probably do business with you and become a life long client.

Engaging The CEO (PART 1): What CEOs Really Think Of You!

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On what basis CEOs engage with seller?

How Do Salespeople Sell Insights?

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Insight is the capacity to gain a deep understanding of something. How can the thinking of salespeople can change via the 4 C's (Content, Consult, Context & Construction) to become an ‘authentic authority’ in your field?