In this episode of Smart Selling, I answer a question that’s very close to my heart: “What do I do when I receive a request from a third party, and I don’t have access to all of the client information?”
How have you handled third party requests? What worked for you, and what didn’t? I’d love to hear from you – leave me a comment!
Smart Selling is a series of video tips where Jill Harrington, President of SalesSHIFT, answers your BIG HAIRY sales questions in less than four minutes. To be notified of new videos in this series, click here. If you have a question you’d like Jill to answer, let us know!
In this episode of Smart Selling, I answer a very common question: “How do I say ‘no’ to a customer, or know when to walk away?”
Have you ever had to say ‘no’ to a customer? What worked for you, and what didn’t? I’d love to hear from you – leave me a comment!
Smart Selling is a series of video tips where Jill Harrington, President of SalesSHIFT, answers your BIG HAIRY sales questions in less than four minutes. To be notified of new videos in this series, click here. If you have a question you’d like Jill to answer, let us know!
In this episode of Smart Selling, I answer a great question: “As a provider of a high quality service, how do I build a relationship or work with purchasing specialists who only care about the bottom line?”
Have you ever successfully worked with a purchasing specialist? What worked for you, and what didn’t? I’d love to hear from you – leave me a comment!
Smart Selling is a series of video tips where Jill Harrington, President of SalesSHIFT, answers your BIG HAIRY sales questions in less than four minutes. To be notified of new videos in this series, click here. If you have a question you’d like Jill to answer, let us know!
In this episode of Smart Selling, I answer a very common question: “How do I build a relationship with a customer whose needs are already being met?”
How have you successfully handled the challenge of “no need”? What’s working and not working for you today? I’d love to hear from you – leave me a comment!
Smart Selling is a series of video tips where Jill Harrington, President of SalesSHIFT, answers your BIG HAIRY sales questions in less than four minutes. To be notified of new videos in this series, click here. If you have a question you’d like Jill to answer, let us know!
Selling is both “art and science.” The science is the process. And the world’s most successful sales organizations all have a consistent and disciplined sales process that is aligned with how their customers buy. But the science without the art is like the Oreo cookie without the filling. It lacks the critical ingredient that makes it work.
Buyers are human beings. And human beings are individual, imperfect and unpredictable. Which means all of the science – your strategy, process and logical thinking – can be seriously derailed if you fail to prepare for the human factor – the art.
So I’d like to end 2011 by sharing five “human enigmas” that cause even the most talented sales pros to stumble – and provide a little of the art to prevent this happening to you.
Read the full article…

"I can honestly say I learned more in 3 days than I had in 3 years of Business School! You put some confidence behind the potential and I can't thank you enough." Multimedia Advertising Consultant "Jill, you are truly making a difference in people's careers. I am sure you hear this all the time, but I have to tell you that you are brilliant at your profession. As an attorney, I have been subjected to countless hours of "training," and I can honestly say that your course was the most beneficial and enjoyable that I have ever taken... you have truly changed my perception of selling. Thanks for everything." Account Executive, "The combination of sales training, reinforcement clinics, coaching initiatives, coupled with Jill's contribution as a speaker at our national sales and marketing conferences, has raised the bar within our team in terms of how we look at our sales efforts. We have moved away from being task oriented sales people to becoming a strategic sales team. The sales planning and support tools were critical in the continuance of our learning and application of training after the sessions were completed. Overall, we became a better sales force as a result of this partnership." Managing Director of Sales, "Jill, I wanted to drop you a quick thank you note regarding the most recent CSP training. I have been getting glowing comments on how fantastic the training was and also on how wonderful the instructor was. Everyone I have spoken to regarding the training felt it was a valuable use of their time and that it would definitely help them advance their sales cycles. Thanks again for all of your dedication in making this program a success." Senior Director Sales North America, "Jill is an inspiration – her knowledge, style, energy and enthusiasm should be bottled and sold. By far the best sales training that I’ve ever been through, and I’ve done the Xerox sales training!!" National Account Manager, "Jill, just wanted to reiterate that the SalesSHIFT presentation that you presented today at the SITE Education day was absolutely fabulous and key to sales success. The topic, message and delivery were excellent! The message was simple yet so powerful that I walked away inspired, motivated and ready to implement the directives from the presentation. In fact, I'm following through on revisiting a client conversation to fully understand their point of view based on my learnings at your presentation... Thank you for delivering a strategic and vital sales message that is critical to the success of individuals and businesses.' Vice President, Operations, Canada, "I was less than enthusiastic to attend yet another 'sales training', as this was probably the 15th throughout my career. Jill Harrington’s qualities as a business person, a communicator and seasoned sales leader quickly turned things around for me. Without question, one of the best trainers I’ve ever met." Senior Account Manager "Jill is rock solid in her delivery and an expert in her field. The content is not only educational but extremely entertaining as well. If you are interested in improving sales in your organization, you owe it to yourself and your company to talk with Jill." Account Executive, "Jill has worked with our Sales and Service teams with fantastic results each and every time. Jill presents passionately, professionally and with great clarity. Her post-training follow up is exemplary and ensures that we get phenomenal value from each experience." Vice President, "Thank you again for taking the remainder of our team through the CSP training. Changing an individual’s process in a profession like ours is only possible when you gain absolute buy-in to the concept and you develop a deep rooted belief in the rep that applying this process will prove success in every outcome... Your amazing ability to send seven people back to me that were wholly committed to this program makes my job easier."
Retail Advertising Manager, "What’s changed for me is that for every important client meeting, I review my notes from your training just to remind me to always put myself in the clients shoes and to always focus on what is important to them so that I can do my best to satisfy their requirements…so far it has paid off more than I could have ever imagined. I’ve been selling in various industries for 16 years now…I only now feel like a true professional! Thank you so much…no BS, I truly attribute much of my recent success to your training!" Business Development Manager, |