VU Resources

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…

With the new year comes a new page. Before you begin to fill the page, get a sense of what your clients and colleagues see as your strengths and your…

At the end of a negotiation, you may be tempted to make an unwarranted and costly concession. Before you agree to the final concession, make sure you fully understand its…

After days or weeks of preparation, after a strong presentation, don’t drop the ball as you near the finish line.  How you follow up after your sales presentation will help…

To maximize the first call with a prospect so you have the best chance of closing later, it is critical to ask questions and understand needs and avoid presenting solutions…

Your very first face-to-face meeting with a prospect is critical. Being able to execute the elements of an exceptional opening takes preparation. It is worth the effort because it sets…

If you are like most salespeople, you feel that you know what your clients are doing, especially when the relationship is longstanding. But take a step back. Client needs and…

Not everyone is that comfortable with holiday parties. One reason is that even salespeople, most of whom like to talk, can feel they are not good at “small talk.” Some…

Most salespeople work hard to find business, identify new prospects, and close the deals that are in the pipeline. As much as salespeople truly want to sell, it is surprising…