Dignity, sophistication, respect and admiration are hardly words one would associate with selling and yet every day of every week more salespeople are earning these accolades by applying Tangent's 21st century selling principles and disciplines. TIME PRODUCTIVITY: knowing that time is a finite, a non-renewable resource to be spent with those prepared to buy [...]
TRADITIONAL SELLING The phone rings. We answer it. It’s a salesperson we don’t know. We feel caught and now we must defend against the advances of this determined seller. We are annoyed by the intrusion, angry that we’ve been made to feel uncomfortable on our time. We are in no mood to listen to a [...]
Instead of being quota driven ... What if your salespeople balanced your company's 'best interests', with those of your prospective customers ... learned exactly what each needed and objectively and impartially guided everyone to the best results ... even if the best result, on occasion, is no sale at all? * Would such salespeople be [...]
1st key to increased sales & profits: replace sales pitches with interviews. 2nd key to increased sales & profits: replace sales training with selling education. 3rd key to increased sales & profits: replace commissions with salaries. 4th key to increased sales & profits: sell selflessly not selfishly. 5th key to increased sales & profits: replace [...]
