by Alice Kemper | Oct 11, 2019 | Sales, Sales Leadership, Sales Meetings, Sales Tips, Selling Skills |
It’s drilled in your head to turn features into benefits. But what if you put the benefits on steroids? Before I talk steroids, let’s take a closer look at what is actually happening with turning features to benefits. Let’s take a pencil for easy...
by Alice Kemper | Nov 1, 2018 | Sales, Sales Coaching, Sales Leadership, Sales Meetings, Sales Tips, Selling Skills |
Are your reps guilty of…winging itprocrastinationoverwhelmunable to say noAlthough there may not be a judge around to deliver us a severe sentence… your reps’ prospects and customers do… in the way of not buying because reps aren’t...
by Alice Kemper | Sep 25, 2018 | Sales, Sales Coaching, Sales Leadership, Sales Meetings, Sales Tips, Selling Skills |
Post in a FaceBook Sales Group: I’m old school. I still send hand written THANK YOU CARDS to our customers. I feel handwritten thank you’s are better than an email. Lost Art ? Or waste of Time? Before you read any further… What do you say… Lost...
by Alice Kemper | Jun 11, 2018 | Sales, Sales Meetings, Sales Tips, Selling Skills |
The most common reason sales managers do not integrate sales training on a consistent basis with their teams is..they think they do not have the time. Let’s think about exercise. Do you say you can’t exercise because you don’t have time? Do you...
by Alice Kemper | Jun 11, 2018 | Sales, Sales Leadership, Sales Meetings, Sales Tips, Selling Skills |
There was an interesting stat out of the Harvard Business Review on the importance of timely responses when it comes to following up with online leads. The data originally came from a study of 2,241 U.S. firms. “Companies who contact potential customers within an hour...
by Alice Kemper | Jan 31, 2018 | Sales, Sales Meetings, Sales Tips, Selling Skills |
Objections are a given in every sales conversation. How your reps respond makes or breaks the likelihood of a sale. Most reps tend to have a pat answer to most objections. When I ask reps, “How’s that working?” They smile or smirk – and...
