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Tips Archive
Account Strategy
What is one of the biggest mistakes even the most experienced sales reps make?  Does this scenario sound familiar?  You’ve been working on a major sale for months.  All indications point to a successful outcome. Then, suddenly, the unexpected happens.
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The Power of Rapport
Most sales reps underestimate the power of rapport.  What is rapport?
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Watch Your Language
As sales professionals, we need to realize that we speak a different language from our prospects.  We speak the language of features and benefits.  They speak the reality of challenges, problems and risk.  The language we speak can be uncomfortable for our prospects. 
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The Control Freak
Every sales rep eventually encounters the sales rep’s nemesis: the control freak.  Either you encounter this person as a  gatekeeper when you are trying to penetrate the account, or you find yourself chained to them once you’ve entered the account. 
Here are three tips to help you work with “control freaks”.
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Sell to True Needs
“He’s such a good salesman, he could sell ice to Eskimos.”  How many times have you heard this or a similar statement when speaking of sales talent?  Even once is too much. 
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Account Strategy
To separate yourself from the masses of salespeople who call on your same accounts, begin to think strategically and formulate plans. 
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Selling Change
There are two forces that act together to conspire against all salespeople.  Their combined force can shipwreck your career. 
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Use Metrics to Measure Your Intervention
Like doctors, sales professionals need to properly diagnose a situation before prescribing solutions.  We must realize that any solution we propose is like a foreign element entering the body—it runs the risk of being disruptive and ultimately, being rejected. 
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Get more out of Google...
A recent survey revealed that most Google searches are abandoned because users are overwhelmed with the plethora of pages returned to them.  Use the following tips to gain more control of your Google searches:
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Get More Out of Meetings

Meetings are the substance of complex, business-to-business selling.  As more and more transactions take place via the internet, the question of the value of salespeople is constantly revisited.  Demonstrate your undeniable value by consistently harnessing the power of meetings.  The most important part of a meeting is not what happens in the meeting, but what happens before. 

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Present with Precision
One of the biggest and most frequent mistakes salespeople make is presenting their solutions too soon. This leads to a second problem: they present far too much information. Prospects smile as their eyes glaze over with far more information being presented to them than they care for.
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Avoid Prospect Powerpoint Fatigue
Sales Tactics
Sales organizations spend significant amounts of money educating their sales people on how to present their products and services.  Most organizations have beautiful Powerpoint presentations and proposal templates.  Yet, our prospects have Powerpoint fatigue and have little appetite for our proposals.  We would be far better off investing in
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Selling complex solutions
When selling complex solutions, don’t make the mistake of selling too much too soon.  Learn to balance richness (the depth of your offering) with reach (how many people you tell about your offering). So many solution providers are so enamoured with what they can do, they push their prospects to understand every nuance of their capabilities. This is ineffective for several reasons.
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