When Things Don’t Go According to Plan

by Kelly Riggs 12.21.2011

Stay in the sales business for any length of time and you will inevitably experience failure. No, not your failure – someone else’s failure. You will have plenty of opportunities to fall short yourself, but nothing is more frustrating that to do it all right and have someone else drop the ball. A product ships [...]

Tagged as: Follow-up, Loyalty, Relationship, service, trust

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Everywhere But Here: What’s Missing in Sales?

by Kelly Riggs 04.19.2011

If you want something done right – and you want it done consistently right – you need to create a well-defined process to produce a particular result. Without that process, a series of actions that can be taught, measured, and duplicated over and over, consistent results will be elusive at best, and non-existent at worst. [...]

Tagged as: Economy, Excuses, Qualifying

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What Really Motivates Your Customers?

by Kelly Riggs 11.19.2010

I suspect that salespeople typically focus the majority of their sales efforts on the solutions they provide. I mean, why wouldn’t they? That’s exactly what salespeople get paid to do – sell solutions. Or is it? Unfortunately, there is an inherent risk in the “solution-centered” sales approach. The risk comes from the salesperson’s focus. In [...]

Tagged as: Buyer Motivation, Focus, Influencers, Presentations

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3 Steps to Creating Sales-Winning Credibility

by Kelly Riggs 10.03.2010

One of the big challenges that any salesperson faces is establishing credibility with a new prospect. If a prospect doesn’t know you or your company, that prospect must become convinced of three very important things: 1) Making a change in suppliers is worth the hassle involved, 2) Your proposed solution will meet the company’s needs [...]

Tagged as: Credibility, knowledge, trust

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