The Importance of Supporting Your Buyers

There are 12 ways a seller can build or erode trust with buyers. Each associated action creates a connection or causes a disconnection, and knowing about all 12 Dimensions of Trust empowers a seller who wants strong connections founded in trust. However, not knowing leads to buyer mistrust and seller confusion. On CONNECT2Sell, we’ve been digging into each dimension individually to help you better connect with buyers.

[Read more…]

If You’re Not Doing This, Your Buyers Won’t Trust You

These 12 Dimensions of Trust represent the 12 ways a seller can build or erode trust with buyers. Each associated action creates a connection or causes a disconnection. Knowing about all 12 Dimensions of Trust empowers a seller who wants strong connections founded in trust. Not knowing leads to buyer mistrust and seller confusion.

[Read more…]

Keep Buyers from Thinking You’re Tricking Them

There are 12 ways that a seller can build or erode trust with their buyers, demonstrated by the 12 Dimensions of Trust. Each associated action creates a connection or causes a disconnection. We’re reviewing all 12 dimensions each week, so that sellers can be empowered to create strong connections founded in trust, and avoid creating a disconnect with buyers, mistrust, and seller confusion.

[Read more…]

One Surefire Way to Become an Expert in your Buyer’s field

The 12 Dimensions of Trust represent the 12 ways a seller can build or erode trust with buyers. Each associated action creates a connection or causes a disconnection. Knowing about all 12 Dimensions of Trust empowers a seller who wants strong connections founded in trust. Not knowing leads to buyer mistrust and seller confusion.

[Read more…]

12 Surefire Ways to Connect With Buyers

You cannot form solid connections without a firm foundation of trust. Trust brings buyers and sellers together and keeps them together. A lack of trust inhibits buyers, and a breach in trust shuts them down completely. Trust is vital to forming buyer/seller connections. [Read more…]

Consider this New Year’s Resolution: Stop Selling & Start Leading!

What are you waiting for? It’s time to join the movement to Stop Selling & Start Leading!

When you stop selling, your buyers will see you in a whole new light. When you start leading, you’ll see yourself differently, too. When you Stop Selling & Start Leading, you’ll be able to:

– Keep your actions aligned with your core values

– Inspire change and enlist buyers in your vision

– Innovate, experiment and try new things

– Build trust as you collaborate and cooperate

– Bolster your buyers’ courage and commitment

You’ll be hearing a lot more about this movement in 2016. Here’s your chance to be in-the-know early on. Click here for an infographic, articles, podcasts and webinars that explain what’s going on. If you’d like to get involved in the research, just let us know — we’re looking for leaders who sell and for sellers who want to liberate the leaders inside.

 

Our Gift to You: FREE Chapter from a Bestseller

It’s a conundrum. Buyers insist on working only with sellers they can trust. But buyers won’t give you the time to develop a relationship and establish your trustworthiness.

What’s a seller to do?

We asked buyers that very question. (And a whole lot of other questions, too.) And we found out one sure-fire way for sellers to get buyers’ attention long enough to begin building trust. In fact, we found out how YOU can become the ONE seller that buyers actually WANT to talk to.

It’s all in our bestselling book, DISCOVER Questions® Get You Connected. Now through the end of the year, you can download the first chapter for free — it’s the chapter that tackles the trust issue and explains what you can do to connect quickly with buyers and advance the sale beyond “we’re not interested.”

If you’d like to read Chapter 1 and build your trust-building skills with buyers, there’s just a 2-question form to fill out. Why? So we can send you a few more free offers in 2016. No hidden costs, no obligations. You’ll receive an instant download and begin building trust right away when you click here for this free chapter.

Enjoy the read, let us know what you think, and put these simple techniques into practice. Your 2016 sales outlook is already looking brighter!

Our Gift to You: FREE Negotiation Skills Training

‘Tis the season for negotiating.

Contract renewals for the new year. Budget cycle trade-offs. Annual reviews. Year-end model closeouts on new vehicles. Compromises about holiday spending. “Santa is watching” ploys to negotiate those earlier bed times and peaceful awake times. Ahhhh…. a joyous season, indeed.

Whether you’re selling or buying, negotiating skills are more essential than ever.

That’s why we’re offering this 4-part webinar series at no cost. Each part is just 30 minuets long and packed with tips, techniques and training that will make you a stronger negotiator.

All you need to do is fill out a simple form to download the series so you can use it when you need it most. All we’re asking for is your contact information. Why? So we can keep you informed of other free offers in 2016. No cost, no obligation, no risk. Just powerful negotiating skills you can start using immediately.

If you’d like to become a better negotiator, just click here to get started. You’re on your way to a better deal.

Improve Your Windshield Time with these 3 Sales Podcasts

Drive time. Mind-numbing and monotonous. The time between clients, on the road, eyes fixed on the road (right? not texting or e-mailing… because, you know, safety matters!).

Are you using it to your advantage?

Sellers who continually develop themselves are vigilant about carving out time to read books and blogs or to listen to audio books and podcasts. What better time to listen and learn than while you’re driving? You’ll not only sharpen your skills, you’ll also get an extra measure of motivation and confidence walking into your next appointment.

Here are three podcasts to get you started. Each is hosted by a sales author or speaker who actively sells, trains sellers, and researches what’s new or changing in sales. All three hosts challenge their guests and extract something new in each broadcast. What’s more, they offer depth in the content they produce. Your time with these podcasts will be time well spent.

In no particular order, the three podcasts you’ll want to be sure and check out:

The Brutal Truth about Sales & Selling with Brian Burns

Favorite Episodes: It’s a popular one! In the 11/15/15 episode, Brian talked with our own Deb Calvert about the movement to Stop Selling & Start Leading. Scroll down from the main page for the 9/30/15 episode that will teach you how to ALWAYS get a call back. Or, if you’d like to hear Brian’s Secret to Using Email to Generate New Business, the 10/21/15 episode will turn your drive time into lucrative learning!

Accelerate with Andy Paul: The Podcast to Accelerate Sales, Profit and Growth

Favorite Episodes from Accelerate: Check out Episode 25 if you’d like to learn more about the movement to Stop Selling & Start Leading! Episode 23 is a good one for Sales Managers as Mike Weinberg explains why “You Can’t Run a Sales Organization when You’re Buried in Crap.” If you need a little nudge, listen to Episode 35 where Jeff Shore will challenge you to break your comfort addiction.

Sales Babble with Pat Helmers: Bonus – this one is indexed by topic so you can find exactly what you’re looking for.

Favorite Episodes: It’s a hot topic — Episode 84 is about the movement to Stop Selling & Start Leading! You can join the movement today. Or how about Winning Over Customers by Building their Profist in Episode 13 featuring Bob Rickert? And if you’ve never heard her before, be sure to download the interview with Nancy Bleeke in Episode 68 where she talks about Conversations the Sell.

What other Sales Podcasts would you recommend? What other strategies do you have for making the most of your windshield time?

 

 

15 Sales Books that Will Help You Sell More

For every sales professional on your holiday shopping list… And for every New Year’s resolution you’re making about amping up your sales performance. THIS is the list of books you need to know about now.

A huge shout-out to sales expert Alice Heiman for assembling this list of sales books that can help you move the proverbial needle.

Whether you’re looking for help with prospecting, for asking great questions to improve your needs assessment, for closing the sale…. Whether you need a boost of inspiration or a reminder that will put some swagger back in your step… Whether you’re new to sales or mastering sales management…… It’s all covered by the bestselling books on this list.

Check out the list, commit to greatness, buy a few books, invest some time in building your skills, and make 2016 YOUR year.