VU Resources

Holiday Parties – Small Talk

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…

Relationships with Inactive Clients

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…

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…

Top above high angle view photo group business sharks man woman sit desk table, have investment growth market strategy briefing discussion have formalwear outfit in workplace workstation

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?…

Financial manager, realtor or insurer consulting clients, interviewing interracial couple in office. Happy smiling black wife and caucasian husband taking loan, mortgage, purchasing real estate

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…

Corporate group of professional employees discussing strategy planning during involved briefing, diverse experts analyzing financial report searching solutions during together brainstorming

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…

Cascade of colourful books connected by ladders, light bulb on top as symbol of ideas or invention. Studying, education and e-learning concept. 3D illustration.

“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…

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