Don Dennison
View all articles by Don
Don's latest writings
The Four Pillars of business growth!
Let's continue our series on The Four Pillars of business growth. The Four Pillars are Company Product Value Assurance, Business Alignment, Strategic Planning for Sales and Operations, and Management Complexity. In this article, we want to look at Business Alignment, which can mean something different to each person reading this article. To make it a little simpler, let's look at targeting your business customer and... (posted by Don 3 years 148 days ago.)
Let's continue our series on The Four Pillars of business growth. The Four Pillars are Company Product Value Assurance, Business Alignment, Strategic Planning for Sales and Operations, and Management Complexity. In this article, we want to look at Business Alignment, which can mean something different to each person reading this article. To make it a little simpler, let's look at targeting your business customer and... (posted by Don 3 years 148 days ago.)
The Sales Cycle: Point # 6: Different Types Closes
There are many different types of closes. This article presents eight of them. 1. Ask for the Order Close 2. Assumption Close 3. Choice Close 4. Preference Close 5. Trial Offer Close 6. Balance Sheet Close 7. Loaded Yes Close 8. Alternate Vendor Close Here are two illustrations from the eight different types of closes. In this article, we will review the Preference Close and the Ask for the Order Close.... (posted by Don 4 years 328 days ago.)
There are many different types of closes. This article presents eight of them. 1. Ask for the Order Close 2. Assumption Close 3. Choice Close 4. Preference Close 5. Trial Offer Close 6. Balance Sheet Close 7. Loaded Yes Close 8. Alternate Vendor Close Here are two illustrations from the eight different types of closes. In this article, we will review the Preference Close and the Ask for the Order Close.... (posted by Don 4 years 328 days ago.)
Global Warming--- Who Is Responsible?
When we look at Global Warming, we need to ask who is responsible. I believe there are three players in the mix: the governments of the world, big business who is looking at the bottom line and profits, and finally, mankind. Let's start with the governments of the world. I don't want to point a finger at anyone, but we here in the United States, as well as many of the western cultures... (posted by Don 4 years 360 days ago.)
6
When we look at Global Warming, we need to ask who is responsible. I believe there are three players in the mix: the governments of the world, big business who is looking at the bottom line and profits, and finally, mankind. Let's start with the governments of the world. I don't want to point a finger at anyone, but we here in the United States, as well as many of the western cultures... (posted by Don 4 years 360 days ago.)
The Sales Cycle Point # 6: The Ten Laws of Closing
I have been in sales, sales management and operations for many years. I have found that many sales people simply do not ask the customer to buy their products. If you have followed The Sales Cycle, step by step, you might not even need to ask for the customer to buy your product. They could be ready to help you close the sale. At this point in the sales process, it might be very obvious to the... (posted by Don 5 years 7 days ago.)
I have been in sales, sales management and operations for many years. I have found that many sales people simply do not ask the customer to buy their products. If you have followed The Sales Cycle, step by step, you might not even need to ask for the customer to buy your product. They could be ready to help you close the sale. At this point in the sales process, it might be very obvious to the... (posted by Don 5 years 7 days ago.)
The Sales Cycle: Point # 5 Handling Objections Part III
In the last two articles, we discussed the first seven points of handling objections. The first seven points were: 1. See the objection as a question. 2. Turn the objection into a reason for buying. 3. Smoke out all important objections. 4. Eliminate objections with questions. 5. Let the potential customer answer his or her own objections. 6. Agree with the potential customer about... (posted by Don 5 years 67 days ago.)
In the last two articles, we discussed the first seven points of handling objections. The first seven points were: 1. See the objection as a question. 2. Turn the objection into a reason for buying. 3. Smoke out all important objections. 4. Eliminate objections with questions. 5. Let the potential customer answer his or her own objections. 6. Agree with the potential customer about... (posted by Don 5 years 67 days ago.)
The Sales Cycle: Point # 4 The Presentation
The potential customer wants to know what you can do for them and to see if you understand their needs, wants, and desires. Now, let’s look at The Presentation. This is where you present yourself and the product, being fully-prepared with the whole knowledge of what you learned before about their needs, wants, and desires. Also, you need to have the sales and marketing materials available, as you do your... (posted by Don 5 years 108 days ago.)
The potential customer wants to know what you can do for them and to see if you understand their needs, wants, and desires. Now, let’s look at The Presentation. This is where you present yourself and the product, being fully-prepared with the whole knowledge of what you learned before about their needs, wants, and desires. Also, you need to have the sales and marketing materials available, as you do your... (posted by Don 5 years 108 days ago.)
Copyright 2012 IcoLogic, Inc.
Generated live.