by Wes | Nov 24, 2013 | Sales
Three questions you need to be asking your Customers – Start Stop and Keep. What do we need to stop doing? What do we need to start doing? What do we need to keep doing? I first heard this series of questions while listening to “The Sales Playbook...
by Wes | Nov 19, 2013 | Sales
A Salesperson that only talk’s about product and price may be a viable resource to their customers but it’s the Sales Professional who provides value by seeking solutions that: Decrease the customer’s overall cost Increase the customer’s...
by Wes | Nov 16, 2013 | Rainmaker Series
This is the last in a series of posts that I have called The Rainmaker Series. It has been my intent to help identify some of the common traits or characteristics that I believe most Top Sales Producers or as I have referred to them as Rainmakers have that makes them...
by Wes | Nov 10, 2013 | Tip of the Month
Be Curious and Ask Good Questions! Being curious, asking questions, and seeking out information is the main way any of us learn anything. If you remember back to an earlier post “Learn to Sell Like a Kid” I discussed how kids are natural salesmen....
by Wes | Nov 3, 2013 | Rainmaker Series
It probably comes as no surprise that Rainmakers and Top Sales Performers have excellent social skills. Ron Willingham in his book “Integrity Selling For The 21st Century” describes social skills as: The ability to gain rapport, adapt to different personalities and...
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