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Build Trust And Win New Business – The Value Of Trust, A Clients Perspective

Build Trust And Win New Business – The Value Of Trust, A Clients Perspective

One of the most challenging, if not the most difficult piece of the business development puzzle in a sale is – Trust. Trust today is truly the pivotal point of building a successful business relationship. Trust is rarely tied to a product or service but it is facilitated by the person interacting with the customer….

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5 growing IoT trends you can expect in 2021

5 growing IoT trends you can expect in 2021

5 growing IoT trends you can expect in 2021 Forrester’s Glenn O’Donnell examines the demand for new IoT applications and discusses the trends that will emerge in a post-Covid world. The Covid-19 pandemic drove businesses and employees to became more reliant on technology for both professional and personal purposes. Are you interested in selling Verizon…

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Mind-Reading – For Salespeople

Mind-Reading – For Salespeople

Would you find it easier to get a sale if you could read your customer’s mind? Assuming you said yes, here’s how to do it. Ask the right questions and listen carefully to the answers, your customer will tell you everything you want to know. Easy, eh? Well, it sounds easy, but it takes self-discipline…

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Successful Selling, It’s a Lot Like Playing “Texas Hold’em”

Successful Selling, It’s a Lot Like Playing “Texas Hold’em”

“Texas Hold’em” has gained a large following. A countless number of people, young and old are playing it. Only the true elite are really making the top money. They earn it regularly at the expense of those who think they are good enough or lucky enough to win over the long haul. There are some…

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Sales Success Tip – How to Increase Your Referrals

Sales Success Tip – How to Increase Your Referrals

There’s an old saying that goes, “You have to give to get.” Well, I don’t know if the word, have is 100% accurate, but what I do know is that it surely makes things a lot easier. Try this exercise: Put something small, perhaps a coin or other small object in your hand. Now, hold…

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Handling Sales Objections

Handling Sales Objections

The ability to effectively handle objections is without doubt the single biggest factor in getting prospects to buy. An objection is first and foremost an indication that at some level the prospect has or is considering buying and should be welcomed by the salesperson. An objection is a reasonable concern on behalf of the prospect,…

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Selling Slumps, How to Pull Out Before You Crash and Burn – Tip 3

Selling Slumps, How to Pull Out Before You Crash and Burn – Tip 3

It matters very little whether you are a selling rookie or a seasoned professional, sooner or later, you will find yourself mired in a selling slump. There are a number of actions you can take to shorten the duration of the slump, lessen the financial impact, and reduce the emotional drain that a slump can…

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Selling Slumps, How to Pull Out Before You Crash and Burn – Tip 1

Selling Slumps, How to Pull Out Before You Crash and Burn – Tip 1

It matters very little whether you are a selling rookie or a seasoned professional, sooner or later, you will find yourself mired in a selling slump. There are a number of actions you can take to shorten the duration of the slump, lessen the financial impact, and reduce the emotional drain that a slump can…

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Decision Makers vs. Influencers

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 themselves pitching to someone other than the decision-maker. Because this can be a fatal error, let’s think about how to identify and get to the…

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