Virtual University

A painfully uncomfortable sales scenario is the team call with a senior that does not go well.  Whether the senior has been blindsided or the salesperson just wasn’t prepared, a…

Team call situations are ripe for confusion and frustration unless the team members agree on a clear call plan. Team calling demands a much more specific definition of roles. To…

Because clients’ needs have become increasingly complex, most salespeople recognize that to meet those needs a team effort is required. Being able to gain access to team members, preparing with…

If you like feeling appreciated by your clients, if you want to strengthen relationships, and if you want to win more business, start making thank-you calls today. Here are some…

The best salespeople know their clients. They know more about clients than their competitors know. They know how to ask questions that go beyond product needs. They know how to…

As the year wraps up and you focus on closing business and reaching your goals, pause for a moment and make a list of clients to call with a holiday…

Most salespeople take how they open a sales call for granted — many hardly think about it at all. The opening is a place to differentiate yourself and get your…

Many larger businesses and governmental entities shop their insurance via an RFP (Request For Proposal). The most common proposal mistakes are being generic, not well organized, not adhering to the…

An RQ is a Relationship Quotient. It is a combination of client focus, interest in and concern for the client, courtesy, and energy. Clients begin to assess your RQ in…

Although e-mails have taken a front seat in business communications, the business letter remains an important communication medium for salespeople for more formal or complex situations. Also, since the business…