Category: Sales – Selling Process
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3 Tools of the Sales Teaching Model – #Sales #SaaS #APAutomation
I believe you have to teach your customer how to buy from you. In this day on instant information, consumers are much more educated. Well… at least they thing they are. The information that customer get isn’t always the best. It could be a matter of which company knows how to optimize their search results…
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Getting to the Why – Vlog! #Sales #SaaS #APAutomation
Building off the first VLOG where I explained that most sales people want to talk about “how” their offering work, this VLOG help reps stay away from how things work to “why” things work, which is what your customers are most interested in. Want to know more? Buy My Books! To buy the book –…
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What, Why and How Salespeople Struggle – VLOG #SaaS #Sales #APAutomation
Software as a service and AP Automation sales people hurt themselves by the information they talk about. Find out what that is. Want to know more? Buy My Books! To buy the book – The Argument to Automate – How Innovation Can INSPIRE Not Fire – click here to buy (Also) To get your copy of…
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To Fail or Not Fail – That is the Question? #Sales #APAutomation #SaaSSales
We had a saying in our company… I haven’t heard it in a long time. I think it’s because we are getting bigger and we are less comfortable admitting our failures. We used to say that we would like to, “Fail early and fail fast. Early and Fast? For an early stage start-up with no cash,…
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Salespeople and Our Trust Issues #APAutomation #SaaS #Sales
Trust issues seems to be one of those catch-alls that people seem to explain away complex situations. (Example) “Well, it didn’t work out because they just have trust issues”. I don’t want to use this article as explaining away complex salespeople and selling situations by using trust issues. However, I do believe that trust and…
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Best Week Ever! #APAutomation #Sales #SaaS
I have been trying to write more encouraging things to salespeople. Especially those of you that have the joy of selling software as a service. You are unable to rely on complex installs and connection to bring value. Therefore we only have our wit and charm when it comes to expressing our offerings. Best Week?…
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What Is Good Selling? #APAutomation #SaaS
What makes good selling? I hope you have been there either on the sending or receiving end. Where everything you say and do fits perfectly with what is being offered. As a salesperson, I hope you know what I am writing about. You sit down in person or over the phone and you instantly click…
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The Sales Teaching Model and Personal Brand #APAutomation
I have been writing a lot about the teaching model of selling. The biggest point of the teaching model is you have to be a trusted advisor to your prospective clients. In a way you need to be a skilled navigator to help you prospective clients purchase your product and service. Unintended Consequences From a…
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It’s Time To Treat People Like Humans When You Sell #APAutomation
OK! – Raise your hand if you love role play? For those of you that don’t know what this is, you sit in a neutral environment and one person “pretends” to be a customer and the other a salesperson. The point is to simulate a selling situation so you can practice. I am not a…
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Why Do Psychics Ask So Many Questions? #APAutomation
I was listening to a commercial about a psychic network and the person that got the reading she said was, “so dead on”. Then the commercial flashed to the reading and it was a psychic asking a bunch of questions. She said, “I feel there is something going on with a relationship” the person getting…
The Chris Elmore Music 