Posts Tagged Engagement

Objection Handling in Sales – Where Customers Live: The Trail of Unkept Promises

Posted by Don F Perkins in B2B Sales, Sales Productivity on July 28, 2012

I wonder what customers are thinking sometimes. Why is it that a lot of the time as soon we begin talking, they immediately try to shut us down? It can’t be anything we’ve said, because we haven’t even had time to say anything yet! Yet they seem so skeptical and unyielding. Maybe it’s because of [...]

asking good questions, B2B Sales, Engagement, Objection Handling in Sales

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Is Your Sales Process Built Around Their Buying Process?

Posted by Don F Perkins in B2B Sales, Sales Productivity on March 31, 2011

It all Started With a Conversation “What do you grow? How do you sell your crops? How do you find out about farm items for sale?” These would all have been excellent questions to engage me at the Farm and Forest Expo last month. Instead, this guy just asked if we got his newspaper or [...]

Buying Process, Customer Value, Engagement, Sales Process

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7 Ways to Increase Buyer Engagement in Sales

Posted by Don F Perkins in B2B Sales, Behavioral Change on March 9, 2011

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Active Listening, Communication, Engagement

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Rules of Engagement: “Where’s Your Nuts At?”

Posted by Don F Perkins in B2B Sales, Sales Productivity on February 9, 2011

My son worked in a hardware store one summer on his college break. Every day he would come home with amusing stories of the colorful customers he encountered that day. There was the guy who asked if the rental generator was gas or electric. Then there was the fellow who brought back the perforated soaker [...]

Active Listening, Customer Experience, Engagement, Problem Solving

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