by Jeff West | Mar 29, 2022 | Sales Coaching, Sales Leadership, Sales tips
Stop Making Presentations I believe the term “sales presentation” to be a bit of a misnomer. But because “presentation” is such an ingrained term in sales training, I will often still use it. However, I prefer the term value conversations. Allow me to explain. Like...
by Jeff West | Mar 21, 2022 | Sales Coaching, Sales Leadership, Sales tips
Many people in sales, even those that readily accept the idea that asking questions is an important part of their sales process, do not fully understand why this is so very important to their success. The reason is simple. Questions change perception. When you look...
by Jeff West | Mar 14, 2022 | Sales Coaching, Sales Leadership, Sales tips
“Fusion Points™ are those unifying moments when logic and positive emotion merge and ignite, creating commitment, energy, and acceleration.” —Jeff C. West For most of us, when establishing your value proposition, the logical side of the equation is...
by Jeff West | Mar 7, 2022 | Sales Coaching, Sales Leadership, Sales tips
Your Value Proposition Creates Fusion Points™ With Your Customer The goal of your sales process should be to create Fusion Points™ with your prospects that convert them to customers. Following that, your goal is to continually build that fusion...
by Jeff West | Feb 28, 2022 | Sales Coaching, Sales Leadership, Sales tips
“Angels wing it! But salespeople must prepare!” —Zig Ziglar I remember the first time I heard the above bit of wisdom. I was young, brash, and a little bit overconfident in my abilities to walk into any situation and make it work out to my desired...
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