VU Resources

Decision Makers vs. Influencers

What salesperson has not been disappointed to hear he/she has lost a deal as the result of selling to the wrong person? Despite asking, many salespeople, without knowing it, find…

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Introducing Yourself

Prepare what you are going to say. Pay careful attention to your posture, tone of voice, and eye contact. Review and practice it. Tailor it for each client/colleague. Update it…

Listening

Listening is more than being quiet when the client is talking. That is just a start and anyone who makes it in sales can do that fairly well. Effective listening…

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Position Your Message to be Persuasive

A client agreed to meet with a salesperson based on a referral. The client was predisposed to use the salesperson’s services. In spite of this — no sale! What happened?…

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High Mileage Rapport

Most salespeople handle rapport casually compared to how important recognizing client rapport is. Few really prepare for rapport, and in not doing so, miss a big chance to differentiate themselves…

Closing is Not a Bag of Tricks

Closing isn’t a bag of tricks. It has more to do with what you do before the Close than the words you use to ask for the business. In this…

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Be Your Own Coach

There are many things you can do to improve your sales skills such as training, sales books, tapes, and team calling. But since you are often out there alone, one…

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“Live” Coaching: Your Role in a Team Call

“Live” coaching is coaching that you do based on your observations of your people. Certainly it is critical to look at the metrics of how salespeople are performing against objectives…

Red, Yellow, Green? Where Are You?

Every time you speak with a client/prospect, whether at a meeting, by e-mail, voice mail, or letter, before and after you do so, ask yourself, did this communication: (1) hurt…

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Always Ask about Competitors

Sometimes you can get so caught up in learning about the client’s needs and so excited by your own enthusiasm for your solution, that you can miss asking about the…

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