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Sales-4-U!
Sales techniques, empowerment, discussions, tidbits and great information for sales professionals.
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Trust is Not Enough

Trust is Not Enough | Sales-4-U! | Scoop.it
For many years, developing trust and rapport was considered the hallmark of a great sales process. Driving sales required exposing your sales team to a maximum number of prospects and developing trust and rapport with those prospects.
Howard Ichiro Lim's insight:

Trust for new clients and business is demonstrated by the expertise and value you have provided to past clients.  Show your expertise and ability through client testimonials, case studies and other ways you can demonstrate you have the ability to help your potential customer

 

Howard Ichiro Lim

President

Incredible Consulting Group

Tokyo and San Francisco

US/Asia Consulting & Search Services

http://www.incredibleconsulting.jp

howard@incredibleconsulting.jp

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B2B Sales has evolved. Have you?

B2B Sales has evolved. Have you? | Sales-4-U! | Scoop.it

The folks at Postwire have come up with a great infographic to summarise the evolution of the salesperson. Did you know:

That most of the average modern buying process has been completed before the buyer engages with a salesperson for the first time?That the number of stakeholders in the typical B2B buying decision process is rising significantly, as is the length of the average buying cycle?That the quality of the sales experience is far more important to the decision process than your brand, offering and pricing strategy combined?That most of the time, the deal goes to the sales person that is able to get involved early on and shape the prospect's buying vision?
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How You Learn to Sell

How You Learn to Sell | Sales-4-U! | Scoop.it
I remember how my old man “taught” me to swim. He launched me into the deep end of the swimming pool. I think I was four years old. I replaced the water I was taking in through my mouth and nose wi...
Howard Ichiro Lim's insight:

You learn how to sell through going through the actual process of selling.  The same way you learn to swim or do any sport is through the action of doing it. Reading books, watching videos, listening to podcasts on selling are all helpful tools that you can add to your current selling process.

 

For example, you may want to try a Lead Generation technique that you read regarding how to engage potential clients through writing articles that address pain points.  A good strategy would be to write the article, see what kind of response you get and see what may work better in getting a higher response rate, such as posting your article on Reddit, an industry forum, linking your article to a response to someone, etc.  

 

Read, Study, Do It, and reiterate through the cycle.  Try it with different sales strategies.  Sales is a continual process of study and refinement.

 

Have you joined our US/Asia Linkedin Business Group?

http://www.linkedin.com/groups/Asia-Biz-3506990

Get ideas, insights and connections on US/Asia Regional Business.

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The Power of Group Decision Making on B2B Sales

The Power of Group Decision Making on B2B Sales | Sales-4-U! | Scoop.it

How group dynamics make B2B sales a different animal

SUMMARY: It's important to recognize the business-to-business purchasing decisions are often made by groups instead of individuals, Amy Harris writes. These groups might complete much of the decision-making process before engaging with sellers -- a fact that changes the sales process as well.

Howard Ichiro Lim's insight:

Insightful article on how B2B business processes to "buy" are very much group oriented and how the decision to purchase is almost finalized even before vetting of product and service vendors even begins.

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