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Articles from Bob Beck | Selfgrowth.com
- SELLING AGAINST COMPETITION - by Submitted on Jul 02, 2008 from Bob BeckSelling Against the Competition Companies who don't understand their competitive advantage say things like "Our product is better quality" or "Our service is better." Even if a company has better quality or better service, it won't convince it's customers just by saying so, because many of it's ...
Views: 3703 - Sales Training Using The Focus Chart - by Submitted on Mar 10, 2009 from Bob BeckDuring many sales training sessions, one of the biggest areas in anyone’s career development is the ability to stay focused. I call it the Focus Charting. We all have special talents. Some people have more than others, like truly becoming a trusted advisor executing the Quid Pro Quo sales ...
Views: 1856 - Selling Scared - by Submitted on Mar 08, 2009 from Bob BeckMany of my posts have talked about becoming a trusted advisor and the skills you need to develop this status with your prospects and customers. Some people never reach their passion of becoming a trusted advisor that adds value because the level of their fear has prevented them from taking ...
Views: 1297 - Selling Value To Get Results - by Submitted on Aug 11, 2008 from Bob BeckSelling Value: The New Required Foundation for Growth-Minded Organizations and Individuals Are you sure that you’re providing value to your prospects and customers? Even if your answer is an emphatic yes, you might want to take a ...
Views: 1208 - Lead Generations Ideas - by Submitted on Mar 08, 2009 from Bob BeckOften times during my Quid Pro Quo™ Sales Training workshops, sales reps complain that they just can't seem to fill their pipeline with leads ending in sales results. The market out there is changing and very competitive. First, to be successful in today's selling environment, you need to ask ...
Views: 1203 - Finding the Real Decision Maker - by Submitted on Jul 02, 2008 from Bob BeckFinding the Real Decision Maker Reaching decision makers is actually a three-part task. One part is finding them, another is reaching them, last but not least, is creating relationships based on mutual respect. The temptation to rush out and buy a database of names to call can be overwhelming, ...
Views: 1201 - Close More Sales Consistently—Even In A Down Market. - by Submitted on Jul 20, 2008 from Bob BeckBestselling author, international keynote speaker and sales consultant Bob Beck, is offering, for the first time, a new sales training audio series to help sales professionals succeed through these tough economic times. Beck has traveled to ten countries speaking about and training his ...
Views: 1156 - Selling with Honor and Courage - by Submitted on Jul 01, 2008 from Bob BeckSelling with Honor and Courage: It is OK to admit you are afraid! Fear can be and usually is a great motivator. It doesn’t seem to matter what country I am in or what the market conditions are, over the past decade we've been training salespeople in the Quid Pro Quo sales approach, we've ...
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