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Articles from Len D'Innocenzo | Selfgrowth.com
- Ten Tips to Standing Out From the Competition in Sales - by Submitted on Jul 02, 2013 from Len D'InnocenzoIn order to stay competitive and profitable, many companies are unable to offer customers a price that’s significantly lower than their competition or value that’s significantly higher. Often only its salespeople can make a company stand out from a multitude of other businesses that offer ...
Views: 1185(1 vote) - Sales Training Tips - Part 3 of 3 - by Submitted on Jul 01, 2013 from Len D'InnocenzoThis is the third part of a three part series on Sales Training Tips taken from our book "The Agile Manager's Guide to Customer-Focused Selling": Sales Professional's Tip #9 - Set Goals. Wise people have said, "Time waits for no one," "To waste time is to waste life," and "Time is the stuff ...
Views: 1116(1 vote) - Sales Training Tips - Part 2 of 3 - by Submitted on Jun 27, 2013 from Len D'InnocenzoThis is the second part of a three part series on Sales Training Tips taken from our book The Agile Manager's Guide to Customer-Focused Selling": Sales Professional's Tip #5 - Use Your Selling Time Wisely Use the hours between 8:00 AM and 5:00 PM to speak with prospects and ...
Views: 1110(1 vote) - Sales Training Tips - Part 1 of 3 - by Submitted on Jun 27, 2013 from Len D'InnocenzoBelow are some sales tips from our book "The Agile Manager's Guide to Customer-Focused Selling": Sales Professional's Tip #1 - Improve Your Listening. Customer are comfortable with and trusting of salespeople who are excellent listeners. To listen better: Prepare questions in ...
Views: 1161(1 vote) - The Art of Persuasion in Sales - by Submitted on Jun 27, 2013 from Len D'InnocenzoThe right selling words, actions and techniques will help you influence actions. You might know how much your company needs your program or solution, but it's up to you to convince them. Salespeople who know how to paint an irresistible picture of their product or service, or how to reassure ...
Views: 2859 - Sales Tip - Fundamentals of Lasting Business Relationships - by Submitted on Jun 20, 2013 from Len D'InnocenzoIn this day and age, everyone sells. From the receptionist who answers the telephone to the accounting clerk who deals with a client’s billing inquiry, everyone sells. It is vitally important for each person to understand a few of the important relationship skills used by top ...
Views: 1041(1 vote) - Self-Management Habits Are Your Success in Sales - by Submitted on Jun 20, 2013 from Len D'InnocenzoGood results come from strong self-management habits. The important point to remember, though, is that self-management habits are learned behavior. They can be changed. Your self-management habits may control your destiny, but you can control your habits. The first step is to change your ...
Views: 970(1 vote) - Initial Benefit Statements Shorten Sales Cycle - by Submitted on Jun 20, 2013 from Len D'InnocenzoAsk any top salesperson what is the most important factor in crushing their quota and they will usually reply getting to the “decision maker." Knowing what to say to create interest with a key decision maker is where it all begins. With a little preparation you can create an "initial benefit ...
Views: 4964 - Your Next Sales Meeting - by Submitted on Jun 20, 2013 from Len D'InnocenzoHere is a suggestion for your next sales meeting. Create a list of all the job functions of the people your sales team members need to reach. These can include decision makers and decision influencers. Then, on a flip chart or white board, brainstorm as many business issues you can for each ...
Views: 979(1 vote) - Time Management for Busy Salespeople - by Submitted on Aug 25, 2011 from Len D'InnocenzoWE ALL FACE THE SAME DAILY DILEMMA: TOO MUCH TO DO AND NOT ENOUGH TIME TO DO IT. TIME MANAGEMENT CONCERNS HOW WE RESOLVE THAT DILEMMA. Time, not activities, is the limiting factor. We must make tough choices about what to do and what not to do. Time management is really self-management. Although ...
Views: 1294 - Seven Elements of an Effective Team - by Submitted on Aug 25, 2011 from Len D'InnocenzoSuccessful team members don't do the same thing at the same time. They do the right thing at the right time. And while team members work together toward a common goal, individuals still must play their separate parts in the process. As organizations rely more on teams to innovate, problem solve, ...
Views: 1433 - Seven Steps to Win-Win Negotiations - by Submitted on Aug 25, 2011 from Len D'InnocenzoWe define a win/win negotiation, as an agreement that is equally beneficial to everyone. All parties come out of a negotiation with a workable agreement that benefits everyone involved. If your current negotiation strategies are not working for you, change your strategy. Think win/win and let ...
Views: 5836 - Five Keys to Sales Coaching Success - by Submitted on Aug 25, 2011 from Len D'InnocenzoMost sales managers are usually promoted into their positions because they were good individual performers. They were consistent sales performers in their work and they showed an interest in advancing their careers by earning their promotion into sales management. One of the most ...
Views: 1125 - Five Basic Principles for Effective Sales Management - by Submitted on Aug 25, 2011 from Len D'InnocenzoDo you want to avoid the cycle of management failure and create a success system that will keep you on top? It's not theory - it's based on our careers as sales executives and our work with many sales and customer service organizations over the past sixteen years. Principle # 1 - Managers Make ...
Views: 6147 - Coaching Versus Managing - by Submitted on Dec 23, 2010 from Len D'InnocenzoBill Parcells, of the New York Jets knows better than most that being a head coach in the National Football League, though exciting and rewarding when you win, also takes a heavy personal toll. The following story is laminated and on the wall in his office. It's called "The Coaches" and the ...
Views: 1329(2 votes) - Eight Fundamentals of Lasting Business Relationships - by Submitted on Oct 19, 2010 from Len D'InnocenzoIn this day and age, everyone sells. From the receptionist who answers the telephone to the accounting clerk who deals with a client’s billing inquiry, everyone sells. It is vitally important for each person to understand a few of the important relationship skills used by top professionals. ...
Views: 3527(6 votes) - Five Tips to Always Avoid in Sales - Words You Use Are Important - by Submitted on Oct 19, 2010 from Len D'InnocenzoProspects and customers alike will judge you by the words you use when you speak. E-mail, instant messaging, tweeting and text messaging have reduced our vocabulary to slightly above a second grade level. Don’t fall into that trap when you speak or write. Below are five tips you should always ...
Views: 1859 - Five Critical Steps to Be Customer Focused - by Submitted on Nov 03, 2010 from Len D'InnocenzoIn today’s highly technical and fast paced world one piece of advice is very true – listen to the customer. Unfortunately, selling complex technical products or solutions (or anything else), causes most salespeople to focus on product features rather that on their benefits to the ...
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