Resources
How to increase openness with your prospective buyer
Correctly reading your prospective buyer’s body language, hand signals, and vocal cues can make the difference between a successful pitch and one that falls flat. Buyer behaviors can be grouped into three categories: red, yellow, and green. Red behaviors indicate that...
The Four Social Styles
When it comes to selling, it’s important to know what social style your prospective client is. By accommodating your prospect’s social style, you will not only effectively capture the prospect’s attention, but you will connect with the prospect on a deeper level,...
Maslow’s Hierarchy of Needs
When it comes to selling, it is important to make a connection with the prospect. One of the best ways to understand the buyer is to uncover his wants and needs. One of the most frequently referenced models is Maslow’s Hierarchy of Needs. A staple in the field of...
Pursuing Excellence
Excellence begins with people who engage in building and growing their characters. Pursuing excellence means engaging in backward planning—the salesperson must begin with the end in mind. Salespeople must ask themselves where they want to be and then decide how to get...
Customer Relationship Management: Finding Value Drivers
Despite significant interest from both academicians and practitioners, customer relationship management (CRM) remains a huge investment with little measured payback. Intuition suggests that increased management of customer relationships should improve business...
The Attenuating Effect Of Role Overload On Relationships Linking Self-efficacy And Goal Level To Work Performance
The reported research examines the moderating effects of role overload on the antecedents and consequences of self-efficacy and personal goal level in a longitudinal study conducted in an industrial selling context. The results indicate that role overload moderates...
Firm Market Orientation And Salesperson Customer Orientation
Interpersonal And Intrapersonal Influences On Customer Service And Retention In Business-to-business Buyer–seller Relationships Eli Jones, Paul Busch, Peter Dacin The authors examine the influence of a firm’s market orientation and salesperson customer orientation on...
Technology Use On The Front Line: How Information Technology Enhances Individual Performance
This study explores and tests a new model that links different types of technology usage to individual-level outcomes. The primary objective of this study is to examine the effects of efficient use (routinization) and effective use (infusion) along with the...
Examining The Effect Of Salesperson Service Behavior In A Competitive Context
Michael Ahearne & Ronald Jelinek & Eli Jones While few scholars debate the importance of doing things to improve the quality of the buyer–seller relationship, little is known about what salespeople can do after the point of the initial sale to enhance customer...
Sales Objections – Gotta Love ‘Em
We, who are in the sales profession, face objections. Yes, I know they are just part of the deal, yet I wanted to touch on them in this blog post. While we all know they are out there, lurking, we often are not prepared to address them in a way that makes sense both...
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