Unlocking Sales Success with DiSC Assessments: A Must-Have Tool for Every Sales Professional
In the ever-evolving world of sales, understanding both yourself and your buyer is not just an advantage—it’s a necessity. The DiSC assessment stands at the forefront of this understanding, offering a mirror to our selling style and a window into the personalities of our buyers. Incorporating DiSC assessments can revolutionize your sales approach, training, and […]
Are You Asking Prospects and Customers the Right Questions?
Recently one of the authors of this blog was out for dinner at a chain Italian restaurant with his wife. When we arrived, we asked for a booth with a view of the outdoors and were seated promptly by a friendly and outgoing hostess. Within 2-3 minutes our food server greeted us with a […]
Strategic Account Management: Rebuilding a Poor Customer Relationship
Recently we were conducting a sales workshop on selling to strategic accounts. During one of the breaks a participants (Ken) asked us to have lunch with him so that he could discuss an account problem and gain our insight. Background & Situation During lunch Ken explained that he had recently been asked to take over […]
Warning Signs That Your Key Account is About to Defect!
We all know that in sales, obtaining new business is the Holy Grail. The question is what are you doing to protect and grow the customer that is feeding you today? Whether you call them key or strategic accounts, they are the accounts that are important to you Are you building solid relationships that help […]
