Partners in Performance Blog

Can You Define Your Repeatable Sales Process?

sales process Small (2)If I were to ask you to specifically define your sales process and tell me why it works to produce sales results, what would you say? My hunch is you would struggle with your answer.

That’s because one of the most all too common mistakes made by sales people from all industries and professions is their lack of a disciplined, intentional sales process that stacks up against well established best practices.

How can it be that organizations understand the importance of … Read More

Levels of Intention Predict Sales Success

Levels of Intention You know your intention, but how well do you know your levels of intention? Here’s why this is so important for sales success.

First let me ask you this: What does the word ‘intention’ invoke in you? “The road to hell is paved with good intentions” is a quote that’s been in use since the 11th century. That saying gives the word ‘intention’ a bad rap. And in some situations it should have a bad rap. If we don’t fulfill our … Read More

Intentional Selling : The Power of Intention for Accelerating Sales Results

Intentional-SellingAnyone who works with me and knows me has heard me rave about the power of intention. It’s no accident that I named my sales process training Intentional Selling. What does the word ‘intention’ mean to you? How would you define it? And what does it have to do with selling anyway?

In my Intentional Selling workshops one of the foundational concepts I establish right at the beginning is the power of intention. When I ask people what the word intention means to them, … Read More

Ask for a Referral from Your Client: Have Good Timing & Be Specific

Referrals-WelcomeWhen is the best time to ask for a referral?

When you have delivered value and have demonstrated your abilities to impact behaviours and results, then you have earned the right to ask your client for a referral.

This can happen any time during a client engagement:

When you’ve delivered a great idea When you’ve had a great consulting session When they express appreciation for your work Most certainly the end of a successful project is a natural moment to ask

You would never forget to send a client the invoice for … Read More

3 Reasons You’re Not Using Referral Marketing for New Leads

how to get referralsThe most streamlined source of new business is to develop opportunities with existing clients, including asking them for referrals.

Event marketing, email marketing, research marketing, social media marketing are all excellent strategies for getting new leads for sales. But by far, one of the most under-utilized source of new business: referral marketing.

According to a study titled “Referral Programs and Customer Value” (published January 2011 issue of the American Marketing Association’s Journal of Marketing), customer referral programs are indeed a financially attractive way for firms to acquire new customers.

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How to Be Persuasive: Eliminate Filler Words

Words To EliminateHow can your presentations be persuasive? Do you allow filler words to diminish the power of your message?

Words have great power to be persuasive as highlighted in our post The 12 Most Persuasive Words of the English Language.

But when words are used as fillers to replace what should be a pause, they do just the opposite. You risk losing credibility, your audience and your sales opportunity.

The following guest post by Judie Knoerle author of UPFRONT Persuasion Through Presentation gives you some tips on how to be more … Read More

The 12 Most Persuasive Words in the English Language

persuasive wordsDo you know what the 12 most persuasive words in the English language are? Are you paying enough attention to using persuasive words in your sales communications?

Words are simple things but they carry power that you can leverage in all your communications. You need to be using them in your day to day sales meetings, presentations, emails and voice messages. If you aren’t intentional about your choice of words you are missing out. That can cost you sales!

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Favourite Websites for Sales Techniques

survey resources for sales tecniquesIn a recent survey to my newsletter subscribers, I had a number of interesting discoveries and I’d like to share one of them with you. In the survey I asked “What are your favourite websites for staying up-to-date on sales techniques?”

Favourite Websites for Sales Techniques: Nearly 50% of respondents said none or not applicable, which either means they may be using web resources but none stand out OR they don’t use web resources and aren’t taking an … Read More