Adaptive Business Services

APRIL 24, 2024

I do integrate behavior and selling skills assessments into this process, but only with the top candidates. Like the military … break them down and build them up. For that matter, my selling style has also evolved, substantially, through the years. I also think that, the holy grail of selling, the “close” is highly overrated.

CRM 77

CRM Repeat business Referrals Clients 77

Adaptive Business Services

JANUARY 24, 2024

A prospective client had a 3×5 card, generally with their business card stapled to it, and this was used to keep track of activities. It was also used to ensure that follow-up tasks were completed when due. Revenues are the lifeblood of your business. Nothing happens until somebody sells something.

CRM 71

CRM Commission Territory Repeat business 71

Adaptive Business Services

SEPTEMBER 29, 2021

One of the most basic tenets of selling is that you are going to have to figure out ways to stand out in a crowd. How about never or close to it! Repeat business. Just don’t muck it up by becoming lazy, overconfident, or complacent! It’s selling without … actually selling. . Very crowded!

Repeat business 77

Repeat business Referrals Technique Trust 77

Adaptive Business Services

NOVEMBER 4, 2020

However, in selling situations, there is rarely enough time to do either. And, for the record, the close is overrated. A win is the natural culmination of a selling process well done! Speaking of expectations … there are only 3 possible outcomes from any selling engagement …. You simply don’t get the chance.

Repeat business 71

Repeat business Referrals Sales Education 71

Adaptive Business Services

JUNE 16, 2021

There are so many aspects to selling and each would need to be performed to perfection. Still, I would need to look closely at each component of my sales process. . Can I identify, and get close to, other deal influencers? These are trial closes and they are designed to take your prospect’s temperature. Lots of questions.

Sales 71

Sales Repeat business Referrals Clients 71

Adaptive Business Services

JULY 24, 2019

Educate vs. sell – Establish yourself as the authority. Additionally, you pop up at the least expected times with unexpected items of value. Beware of selling vs non-selling time. Selling time is for being in front of a customer. Non-selling time is for prep and paperwork.

Networking 54

Networking Repeat business Referrals Technique 54

Adaptive Business Services

DECEMBER 20, 2017

Some might also include cadence as a part of this process which will, among other areas, define the frequency of selling steps. “In simple terms, a sales process is a systematic approach involving a series of steps that enables a sales force to close more deals, increase margins, and make more sales through referrals.”

Process 54

Process Sell Referrals Cold Call 54