Adaptive Business Services

APRIL 27, 2022

We were selling expensive professional desktop calculators. . Lance would sell the $479 calculator by telling folks that this was what they needed but that they could only afford the $349 model. I can’t speak for you, but my radar goes up along with the hair on the back of my neck. They wanted the $479 unit. Bonus points.

Sell 71

Sell Represent Technique Up-sell 71

Adaptive Business Services

AUGUST 25, 2021

A few weeks ago I was asked to coffee by a young man who I knew who was struggling a little bit with his selling. In my experience, there are 3 areas that are critical to selling success …. Prospecting – The ability to go out and to find new business. Keys to selling success. This applies to all aspects of selling.

Sell 87

Sell CRM Referrals Up-sell 87

Adaptive Business Services

APRIL 21, 2021

Social selling for introverts? Still, I embrace the tenets of social selling. This all being said, while I am task focused probably 75% of my time, I can be very socially focused one-on-one (selling and with close friends) or when in front of a group (training or presenting). What does all of this have to do with social selling?

Sell 90

Sell Objectives and Key Results Cross-sell Up-sell 90

Hubspot

MARCH 27, 2023

These services range from financial counseling to tarot readings. When we think about online selling, we usually think about selling products like clothing or electronics. But, it's advantageous for businesses to sell services online, especially now, when a plethora of services can be offered virtually.

Service 86

Service Sell E-commerce A/B testing 86

Adaptive Business Services

MAY 11, 2022

One of the techniques often discussed in selling is that of creating a sense of urgency in order to move a client from the thinking to the acting stage. I don’t much care for the term “creating” as it implies some sort of artificial emergency that is conjured up by the salesperson in order to close the sale. Now add them up.

Sell 71

Sell Electricity Manufacturing Technique 71

Adaptive Business Services

MARCH 3, 2021

Social selling leverages social tools, tactics, and strategies to complement, not replace , traditional selling methodologies. First let’s talk about where social selling excels …. It is your inbound selling tool and qualified buyers will come to you. Where does Nimble CRM fit in with social selling? .

CRM 105

CRM B2B Sell Networking 105

Adaptive Business Services

FEBRUARY 24, 2021

You can talk about advanced selling techniques and tools all you want, but until you have a solid grasp of selling fundamentals … these exercises are meaningless. Is selling any different? You also have the opportunity to help the customer with their process as well as letting them know, up front, what they can expect from you.

Sell 77

Sell Trust Technique Up-sell 77

Adaptive Business Services

MAY 16, 2018

In the past I offered open workshop s and lining up the people, the location, and the services drained 100% of the fun out of any session that I ever did. My focus is on B2B selling and these workshops all support this focus. I will not try to sell you anything and that includes a Nimble subscription. They are ….

Business Services 48

Business Services Service CRM B2B 48

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

JULY 8, 2020

The manager’s role in oversight is to manage up rather than tear them down. It is much easier to randomly engage sales teams, to set up on-going training, and to ensure they are working at specific times. The post Office or Remote Selling – Managing Effort and Effectiveness appeared first on Adaptive Business Services.

Sell 118

Sell Trust Technique Represent 118

Adaptive Business Services

MAY 1, 2024

Gary and I have stunningly similar sales backgrounds as well as our belief in the importance of developing selling fundamentals. You will need to … Increase your activity and/or Improve your ratios and/or Raise your average sale value However, let’s muddy up the waters. Your choice of activities can also affect your ratios.

Appointment 77

Appointment Cold Call Sales CRM 77

Adaptive Business Services

NOVEMBER 29, 2023

I’m rather fond of the principle that “everybody sells” in a business as selling incorporates so many non-selling functions with the ultimate shared goal of creating, and nurturing, satisfied customers. The post I Just Want to Maintain Contact Records In My CRM appeared first on Adaptive Business Services.

Contact 71

Contact CRM Customer Relationship Management Relationship building 71

Adaptive Business Services

SEPTEMBER 19, 2018

Agents who are actively selling multi-million dollar properties certainly know a few things that the rest of us don’t. You spend hours and hours each week pitching, emailing and following up. With the slogan, “Don’t sell without intel!”, Lesson #1 – Be the smartest in your marke t.

Real Estate 67

Real Estate Sell Follow-up Up-sell 67

Adaptive Business Services

AUGUST 8, 2018

Selling is hard work but, if you have the right mindset and you can consistently deploy your process (this book teaches you what those are and how to do it), you will consistently achieve your prosperity goals. Selling is no different and, if you practice your process, it will become much like muscle memory. I like to call it reflex.

Sell 89

Sell Manufacturing Price Relationship building 89

Adaptive Business Services

APRIL 7, 2021

You can have a 5-star rating on your own site from a thousand reviews, but it won’t seem that convincing because people will know that you could have simply made it up. The post 3 Reasons Why You Should Sell Through the Main Online Marketplaces appeared first on Adaptive Business Services. Yet it’s a flawed system.

Sell 71

Sell Gambling Trust B2B 71

Adaptive Business Services

OCTOBER 18, 2023

What separates them from the also rans is that they … will … never … give … up. Giving up too easily and writing a sale off as being a bad fit. This required some major adjustments to my selling style. Up until this point, I had never defined either. No giving up. Fail, adjust, attack. Over and over and over again.

Business Services 71

Business Services Up-sell Clients Sell 71

Adaptive Business Services

MARCH 6, 2024

Feedly is a news aggregator which means that you can subscribe to the blog on selected websites, based on your interests, and then keep up with new articles when they are published. For example, I follow news on selling and on CRM. It is also your electronic memory of notes, records of engagements, and follow-up tasks.

CRM 62

CRM Follow-up Consult Networking 62

Adaptive Business Services

OCTOBER 4, 2023

Nimble web forms – The additional cost is $12 per month for up to 10 forms and unlimited responses. If they help you to sell more stuff … how much stuff do you need to sell in order to earn an additional $12 per month in order to pay for it? Lots of new goodies for you to read up on! That fee is per account.

CRM 71

CRM Contact Consult Up-sell 71

Adaptive Business Services

JULY 27, 2022

I remember when I first got into B2B sales selling expensive office equipment. While techs never had any quotas, they were encouraged to sell time and material service, maintenance agreements, and supplies. Regardless, when I see sales behavior, my guard goes up. If you screw up, own up. They’re there.

Objection handling 71

Objection handling Quota Pitch Technique 71

Adaptive Business Services

JANUARY 25, 2023

After all, is not the potential candidate trying to sell you something? They are selling themselves. The sales success triangle is made up with Attitude, Skills, and Knowledge. If you would like to discuss my services further, please book a free 30-minute Zoom consultation with me! Of course they are. I can teach those.

Sales 71

Sales Clients Consult Up-sell 71

Adaptive Business Services

AUGUST 9, 2023

However, that does not mean that it can’t be used appropriately and specifically within the selling profession. And, as I am writing this post, a related article popped up on my radar. appeared first on Adaptive Business Services. Frankly, I don’t trust it and the odds that it will be misused are totally off the scale.

CRM 62

CRM Business Services Trust Up-sell 62

Adaptive Business Services

OCTOBER 31, 2018

What we want to explore today is how we can leverage social selling in order to assist us in achieving our goal of breaking into major accounts. Nothing happens until somebody sells something. Your chances of showing up at just the right time are nil! Your website – Social selling is attraction as well as outreach.

Sell 48

Sell CRM Referrals Up-sell 48

Adaptive Business Services

NOVEMBER 28, 2018

One night, I got up in the middle of a class and I walked out. I did like selling and merchandising. I still liked selling and thus I began my pursuit of an outside sales opportunity. They got me out of Los Angeles and up here to Boise. So, I did the obvious. I never even went back to cancel my classes. I was done.

Sell 48

Sell Retail Electricity Territory 48

Adaptive Business Services

JUNE 29, 2022

Effective listening skills are critical assets in all aspects of both your personal and business life. In selling, being a good listener will be a determining factor as to whether or not you make this sale. Selling has often been referred to as “the science of communication and persuasion”. That’s a good thing!

Clients 90

Clients CRM Pitch Represent 90

Adaptive Business Services

MAY 15, 2019

Or maybe… LinkedIn and Social Selling? Since you are obviously a business hero because you read our blogs, we’re sure you are more likely to focus on the last one. After all, LinkedIn is to social selling what yin is to yang. The king also rules the empire of social selling via LinkedIn and closely determines your success.

Sell 48

Sell Pitch Networking Up-sell 48

Adaptive Business Services

NOVEMBER 16, 2023

FlyCuts are actually text templates that you create and then call up with a short code of your naming. I ended up in the middle at $5.50 package (Sales Pro) is designed for power users and it includes selling education videos, scripts, and playbooks. FlyMsg is primarily used as a text expander. Tough to beat! Maybe later.

Education 71

Education CRM Consult Technology 71

Adaptive Business Services

AUGUST 22, 2018

I spent some time last month helping a friend get set up on LinkedIn so that he might start to leverage that platform in order to find a good B2B sales job. He’s a younger guy who has a fairly extensive background in B2C selling. Read on at Maximize Social Business ….

Sell 48

Sell B2C Represent Strategize 48

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

JANUARY 17, 2024

I then tore up that list and, instead, I reached out to potential power partners. I still think that effective selling is based upon developing relationships and I don’t see how A.I. The post Returning to My Roots … Networking appeared first on Adaptive Business Services. I became an independent contractor.

Networking 71

Networking Cold Call Territory Construction 71

Adaptive Business Services

JUNE 14, 2023

It seems as if I am always touting how simple CRM, and by extension selling, really is. Check to see what they have been up to since you last spoke (social networks). Set a follow-up task and be sure to describe the reason for the follow-up. You do this by consistently exceeding expectations and by demonstrating R.U.M.

CRM 62

CRM Clients Sales Contact 62

Adaptive Business Services

FEBRUARY 23, 2022

Then I wake up. As someone who has spent his entire life in sales, and was an early proponent of social selling, the internet offers a variety of awesome opportunities! I was once very active on Twitter (I forced myself) and ended up deleting my account. Ain’t gonna’ happen and I’m ok with that. I have never liked Facebook.

Clients 71

Clients Up-sell Business Services Sell 71

Adaptive Business Services

SEPTEMBER 22, 2021

Be aware of selling vs. non-selling time. Selling time is for being in front of a customer. Non-selling time is for prep and paperwork. Educate vs. sell – Establish yourself as the authority. They are your inbound selling tools. Read a book, take a course, try new things. Don’t be late.

Manufacturing 77

Manufacturing Technique Trust Up-sell 77

Adaptive Business Services

APRIL 14, 2021

I need to get better at explaining that my goal is not to change the way that they sell, they are professionals, but rather to give them a few ideas that might take their sales to the next level. Why can’t I just continue to learn and maybe pick up a little coffee money here and there? I have a tendency to be … too forceful.

Consult 147

Consult Business Services Presentation Up-sell 147

Adaptive Business Services

JANUARY 26, 2022

I had not given up too early. Dress for success – Specifically dress for your clientele and then bump it up a notch. Professional Selling. However, depending on their level of sophistication with your services, this research may have left them more confused than informed. Another topic for another day. If not ….

Up-sell 71

Up-sell Education Follow-up Business Services 71

Adaptive Business Services

DECEMBER 28, 2022

I had spent a part of 2022 trying to break into electric signage (my background as an owner and a manager) as a vertical market for my consulting services. Being persistent, I’m not giving up on that market, at least not yet. Hopefully, I can rely on pure selling instead. I had also gained very little traction toward that goal.

Electricity 71

Electricity Referrals CRM Consult 71

Adaptive Business Services

JUNE 2, 2021

This is pretty easy to understand if your perception is that CRM will, at best, inhibit your selling. An Implementation Workshop addressing the following should be performed to define how Nimble will be set up and configured for your business. Sales, Marketing, and Business Processes to be supported. Sell the benefits.

CRM 96

CRM Commission Repeat business Represent 96

Adaptive Business Services

MARCH 10, 2021

When I first got started in B2B selling, I was formally trained on how to use a variety of sales closes … “either or”, “Ben Franklin”, “Columbo”, and many more. Through the years I picked up quite a few more including the “Japanese Origami Folding Paper” close. Part of this lies in abandoning traditional selling techniques.

Closing 77

Closing Technique Sales Clients 77