Be More Effective

Nick Bladock

 

Tag: selling skills

Are Relationships about Software?

What did we do as salespeople before the Internet and computers? Is building relationships any different now? Does the CRM system help or hinder?

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Staying on track during a sales call

In a sales call, one side or the other often gets distracted by side arguments. Any time that happens it means that both parties stopped paying attention and the sale is probably going to be lost…

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The Elephant in the Room

Selling involves rejection. Not everyone who you pitch to will buy from you. In fact, most people won’t. So how do you best deal with the anxiety around rejection?

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It’s a Question of Money

Believe it or not, some salespeople don’t like to talk to prospects about money. And yet why would you expect to meet with someone for the purpose of doing business without talking about the financial side of it?

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The Curious Case of the Unsold Products

One problem salespeople encounter is when prospects don’t buy, they seem reluctant to explain why. What do you do if you’re left in the dark as much at the end of the meeting as you were at the beginning?

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How to Recognize the Best Buy Signals

Not all buying signals are created equal. If you fail to recognize when prospects are ready to buy, then you could still lose the sale. Which ones can you trust?

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Should I let you think it over?

Why do prospects need to think it over? After all your questions and a great presentation, it is a no-brainer. Be warned 60% of the time people will stay with the status quo unless you have some answers

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Selling: What’s the Question?

There are many different approaches to asking questions as a sales person. If one of them helps you more than the others, does it matter? If efficacy is more important than style, maybe you only need two types of questio

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The Five Most Common Mistakes Salespeople Make and How to Avoid Them

Simple sales mistakes, errors could be costing you a fair number of sales. It is easy to overlook these five things that many in sales have never thought about…

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How not to blow the first few seconds

It can take as little as seven seconds for a prospect to make up their mind as to whether they like you or not. The chance to make a good first impression rarely happens twice…

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