Sell to Win: The Art & Science of Listening

Listening is one of the most basic skills required in selling. Yet, it may also be the most overlooked. When polled, only 1 in 3 businesses defined it as a critical skill for success. Most take it for granted. Yet, the art of listening is complex. And not only do...

Sell to Win: Open and Closed Probes

From a distance, winning sales conversations appear effortless. But a closer look reveals a method: the one-two punch of open and closed probes. Successful sales people win and sustain profitable business by encouraging prospects to reveal opportunities, by...

Sell to Win: It’s All About the Benefits

When you separate what a product is from what it does, you take one of the most important steps in sales call preparation. Only then will you articulate value in terms that will resonate with your customers. Successful salespeople know: it’s all about the...

Sell to Win: Involvement Not Price

Gain sales through higher involvement, not price. Never before have the barriers-to-entry to the packaging market been lower. There’s plenty of room in the marketplace, but sales people used to selling on price are being challenged to compete like never before. Profit...

Sell to Win: How Profitable Are Your Sales?

Is it better to keep business at $9 than lose it at $10? It seems like an easy decision, but be careful. A company’s growth is dependent on net income, not gross profit. When it comes to price concessions, winning sales people know that sometimes $1 is just too much...

Sell to Win: Effective Voicemails

Day in and day out, it’s easy to overlook something as basic as voicemail. It’s second nature in our everyday professional lives. But with just a little more attention, voicemail can be a powerful extension of your selling efforts. Here are a few tips on effective...