It’s been real popular over the years for sellers to define themselves as “customer-centric.” A search for the term on Amazon yields more than 3,000 book results! There’s everything from customer-centric selling to marketing to service culture…and I think it’s wrong. What’s wrong with all the focus on customer-centricity? Being focused on customers is a […]
Category Archives: Selling Tips
Love and Selling, Relationships Sales, Sales Relationships, Selling Tips
The World’s Most Underrated Sales Expert
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Mar
Mar
The World’s Most Underrated Sales Expert | Dan Smaida | Pulse | LinkedIn Here’s an excerpt from my book “Love and Selling” and a topic I’m passionate about – how to make relationships work better in sales. In the book, I go deeper into how to apply Chapman’s work to your own selling…and all your […]
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Mar
Mar
In honor of International Women’s Day, let’s take 500 words or so to look more closely at a commonly-held belief about gender differences in selling… Over the years, I’ve been in a dozens of sales workshops when a discussion of gender breaks out, most often on the topic of listening. The prevailing view, in my […]
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Mar
Mar
The other day I found myself in an elevator with a prospect I’ve been trying to meet for some time now. As the door closed, I realized I only had moments – five floors’ worth – to make an impression. So I did what we’ve all been taught to do as sellers: I pitched her. […]
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Nov
Nov
Dan Smaida – Wednesday, November 21, 2016 Have you ever found yourself or your sellers using questions like these? “If you were to implement this solution, what would the benefits be?” “What will the implications be if you don’t do something about the problem?” “If I can show you a way to meet your needs […]
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Nov
Nov
Dan Smaida – Wednesday, November 23, 2016 It’s been real popular over the years for sellers to define themselves as “customer-centric.” A search for the term on Amazon yields 3,042 book results! There’s everything from customer-centric selling to marketing to service culture…and I think it’s wrong. What’s wrong with all the focus on customer-centricity? Being […]
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Sep
Sep
Dan Smaida – September 22, 2016 Have you ever run into these phenomena when reviewing the pipelines of your veteran sellers? – Deals seem to drag on and on as the customer goes through “the process.” – All of the opportunities seem to follow the same path. – Companies that should be in the pipeline aren’t in the […]
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Aug
Aug
Dan Smaida – August 25, 2016 Have you noticed a couple of things going on in the pipelines of your millennial sellers? – Pipelines are full of prospects that look demographically appealing, but aren’t closing – Salespeople are getting meetings and more meetings, but not enough forward progress – Opportunities that were “sure to close” […]