What to Do When Call Reluctance Strikes

Posted on March 15, 2015 - by Bob

What to Do When Call Reluctance Strikes

To be successful in sales you need to communicate effectively on the telephone. Salespeople know that: [Tweet “You build relationships and make more sales when you pick up that phone more often. “] As Matt Heinz recently reported: 93% of converted leads are contacted by the 6th call attempt (Velocify) Tweet this 78% of decision […]

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Posted on August 3, 2014 - by Bob

Are you stalking buyers or gaining commitment and permission to follow up?

Following up with buyers and potential buyers is a must in sales, but not without gaining commitment and permission to follow-up. Securing buyer e-mail addresses and phone numbers is a good start, but does that give salespeople the right to stalk buyers? Of course not! Such behaviour is traditional, very unprofessional and reinforces the negative […]

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Posted on June 9, 2014 - by Bob

Do Closing Techniques Still Work?

Closing techniques are as old as the sales profession: isn’t “Always Be Closing” the A-B-C of sales? Could this practice have anything to do with the sales profession being the least respected profession of all? The world of sales has always revolved around the seller and the seller’s products or services, features, brand and so […]

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Posted on May 9, 2014 - by Bob

STOP Falling into the Buyer's System; START to Follow a Sales Process

With over 50 years of sales experience in over 45 countries, I have learned some key lessons. Many of them have to do with behavior – the ineffective habits that need to be replaced by effective habits. The things you need to STOP doing and the things you need to START doing if you want […]

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Posted on April 9, 2014 - by Bob

Who Should Be Making Commitments in the Sales Process?

Are you in sales? If so, are you the one making commitments or is it the buyer? Who should be making commitments in the sales process? If you already follow a sales process you may know the right answer to this question. Or you may be very surprised—without commitments and a sales process, you are […]

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Posted on October 3, 2011 - by Bob

Discounting, Is That Selling, and Does It Deserve To Be Recognized, and Repeated?

Recently I attended a retail forum and after delivering the closing keynote, of which recognizing and rewarding appropriate behaviour was a key message in my talk, I was invited backstage to recognize and award a retailer of the year. I was thrilled about being invited to do that, as I have never done that before. […]

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Posted on March 21, 2011 - by Bob

Selling for Results – Convince, Influence or Engage?

Traditional sales training has led us to believe that we need to convince prospects to buy our products or services. They have also used the word influence prospects into buying. These two words are very negative and will bring you negative sales results. It is time for a non-traditional, results oriented approach–an approach that engages […]

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