Front Office Box

For the last thirty years I’ve been selling, or managing teams who sell, B2B products or services – everything from Milking Machines to Mainframe Computers, and from Debt Collection to Outsourcing.

Along the way I’ve been lucky to work with some really smart people and benefited from the best training available – in Strategic Selling, Communications and Behavioral Analysis.

Mostly I learned that all the things worth knowing are counter-intuitive, and not typically mentioned in all those “feel good” sales training books and courses.

A number of kind people encouraged me to write down the philosophies I’ve learned to rely on, so that others without the experience could get a short cut to success.

One day this will all get published in a book, but for the moment it’s described in short articles in this blog.

if you like what you read you can find our Sales Masterclass White Paper in the Download Center and get a .pdf copy of these posts and a lot more.

And of course you can get a free Front Office Box to help you manage your sales.

In the meantime you might enjoy some of these articles:

Always be prepared to walk away.
Ask the hard questions early.
Beware the serial prospect.
Call as high as you can.
Coach the customer through the your sales process.
Conditional Close, find what the customer really wants.
Getting Around the Buyer Road Block
How to Ask for the Order
If there isn’t a time frame, this isn’t a deal.
Make sure the customer understands what’s in it for you.
Negotiation and concession are not the same.
Never discuss the price in detail, until the customer is ready to sign.
Never mislead a customer.
Only include enough to get the deal
Sell Your Delivery Process
Selling Business Services in a Recession
Selling is about people.
Relationships Are My “Running Shoes”
Sales First Call Checklist
Secret To Selling Enterprise Software
Selling Aspiration
Selling Business Services in a Recession
Strategies for Selling Better Prices
The customer will tell you how to sell it to him.
The Fall and Rise of the Sales Rep
When the Prospect Says We’ll Call You

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July 13th, 2009 - Posted in Sales Coach  |  Add a Comment