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Greg Nanigian and Associates, Inc. | Braintree, MA

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With the new year rapidly approaching (perhaps it’s already arrived by the time you read this article), it’s time to focus on the future and ask yourself three questions. What specifically do I want to accomplish in the new year? How will I do it? How will I know that I’m on the correct path for accomplishment? Do you want to grow your business revenues and profits? Do you want to increase your income?

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020. In many sectors, the dynamic between buyer and seller has changed in fundamental ways. Some of these changes, according to a new Sandler Research Center report, What Buyers Want and How Buyers Work, tend to favor the buyer.

Question: When should you tell your spouse that you love them?
Answer: Before someone else does!
The same basic principle holds true for your clients and customers. Your best clients really are your competitor’s best prospects. That’s why every sales professional should include specific customer success behaviors in their account plan to maximize the client onboarding experience, build and protect the relationship, expand the account, and generate repeat business and referrals. This is not a “customer service” issue. It’s a customer success issue, and we need to think of it that way!

The Sandler Research Center queried a subset of business leaders and sales professionals to provide a snapshot of the workplace right now.  Who is working in the office, who is visiting customers, where are business conversations happening and how do these vary by industry.

While people can change and grow in skills, they tend to be uncomfortable with both. So, what do you do about helping people to work through the discomfort that comes with change for personal growth and skills development? Here are four steps that can help you, whether you are introducing a new training program, application software, company policy or compensation plan.

After 18 years of helping Chief Execs, Sales Managers and Sales People capitalize on their strengths and overcome weaknesses, here are my top five ways to convert your good salespeople to great salespeople!

We talked about Negative Reverse Selling and using strip-lining techniques to get neutral prospects talking about issues with their business and any related pain caused by those issues. Negative Reverse Selling is saying and doing the opposite of what the prospect expects salespeople to do. Strip-lining is giving the prospect more line to swim with, and allows the prospect to keep talking, making it one of the more effective tools in the NRS toolbox. It’s much easier to gather information once you set the prospect into motion, and Negative Reverse Selling is a great way to get the pendulum moving.

Let’s take a look at a scenario where strip-lining can be very effective in getting a negative prospect moving in the right direction. The prospect says to the salesperson...

In our most recent blogs, we’ve been reviewing Negative Reverse Selling and how it is very effective in creating great bonding and rapport with sales prospects. Negative Reverse Selling is a way of saying and doing the opposite of what the prospect expects from a salesperson, disarming them and creating trust with them. One of its more compelling techniques is called strip-lining, a method of using reverse questions to get the prospect talking, and you keep "throwing more line and let them swim". However, you need to do this step right or it could backfire on you. When you do it correctly, prospects feel like they are...

Our most recent blogs have been covering the Dummy Curve. Using the Dummy Curve you would be acting like you are a little "less okay" than the prospect (inside you feel great though). It's disarming and it helps with bonding and rapport to the point where your prospect feels empowered talking to you. When using Dummy Curve techniques the prospect lets down their defense wall. Then it gets very easy to find out if they have pain - a deep seated emotional need that compels them to buy your product or service.

The Dummy Curve works great, however, it’s not just the words you say, but your.,..