by Jeff West | Nov 7, 2016 | 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 | Oct 11, 2016 | 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....
by Jeff West | Sep 22, 2016 | Sales Coaching
Just read a very nice article from the Social Media Specialist for Link Staffing Services, Annah Chulam. Had a great time with their team last week and wanted to share her article with you. Enjoy! Read Annah’s...
by Jeff West | Sep 20, 2016 | Sales Coaching, Sales Leadership, Sales tips
Creating Fusion in Selling In my last article, I promised to tell you a story that taught me a lifelong sales lesson. I was not a natural born salesman. I know, I know; that is very hard to believe, but it is true.If it were not for learning some great sales...
by Jeff West | Sep 13, 2016 | 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 easier....
by Jeff West | Sep 6, 2016 | 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 with your client...
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