Building Relationships Archives - Span the Chasm - Sales Team Training - Driving Sustainable Sales and Growth through Development and Consulting https://spanthechasm.com/tag/building-relationships/ Your Bridge to Growth Thu, 16 Jan 2020 11:50:04 +0000 en-US hourly 1 https://wordpress.org/?v=6.7.2 https://i0.wp.com/spanthechasm.com/wp-content/uploads/2018/06/cropped-StC-ICON.jpg?fit=32%2C32&ssl=1 Building Relationships Archives - Span the Chasm - Sales Team Training - Driving Sustainable Sales and Growth through Development and Consulting https://spanthechasm.com/tag/building-relationships/ 32 32 169018174 For Sales, Yoda was wrong. TRY does Matter. https://spanthechasm.com/%post_type%/for-sales-yoda-was-wrong-try-does-matter/ Thu, 16 Jan 2020 11:00:57 +0000 https://info.spanthechasm.com/2017/12/07/for-sales-yoda-was-wrong-try-does-matter/ ‘Try Not. Do or Do Not. There is no Try.’ An epic quote from a 3′ tall Jedi. A highly respected Jedi. But, for Sales, he is WRONG. Simply WRONG. From a process perspective, what you DO or DO NOT is an outcome of what you TRY.

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]]> 50 Stop Asking the WRONG Questions https://spanthechasm.com/%post_type%/stop-asking-wrong-questions/ Wed, 14 Feb 2018 03:54:10 +0000 https://spanthechasm.com/info/?p=571 Remember playing the game of ‘20 questions’ when you were a kid? Very frustrating and fatiguing. Felt like torture. ‘Just tell me what the D*$& thing is!!!!’, You’d scream in frustration. From the prospect’s perspective, talking with a sales rep can feel like that. Getting peppered with questions that lead to a preconceived outcome clearly directed by […]

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]]> 571 Have YOU Mastered the 4 Cs of Sales? https://spanthechasm.com/%post_type%/have-you-mastered-the-4-cs-of-sales/ Wed, 06 Sep 2017 23:50:35 +0000 https://info.spanthechasm.com/2017/12/07/have-you-mastered-the-4-cs-of-sales/ I was leading a prospecting workshop, when I was hit with one of those “Silver Bullet” questions. A student asked, “Randy, net it out for me.. what do we REALLY need to be successful in sales?” This is a legit question. And the answer took me some time to formulate. WARNING: Read to the end […]

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]]> 7 A Lesson in the 3Rs: Severe Vertigo and Uber https://spanthechasm.com/%post_type%/how-vertigo-created-more-sales-success/ Fri, 07 Jul 2017 23:50:36 +0000 https://info.spanthechasm.com/2017/12/07/a-lesson-in-the-3rs-severe-vertigo-and-uber/ The post A Lesson in the 3Rs: Severe Vertigo and Uber appeared first on Span the Chasm - Sales Team Training - Driving Sustainable Sales and Growth through Development and Consulting.

]]> 58 4 Key Sales Lessons: Enterprise B2B Sales and Selling Concessions https://spanthechasm.com/%post_type%/4-key-sales-lessons-enterprise-b2b-sales-and-selling-concessions/ Thu, 02 Feb 2017 00:50:54 +0000 https://info.spanthechasm.com/2017/12/07/4-key-sales-lessons-enterprise-b2b-sales-and-selling-concessions/ WE FRIGGIN’ CRUSHED IT!!! Selling concessions this last weekend at the regional wrestling tournament was a blast.  Fabulous people, a good cause and, BONUS, a reminder of some core but crucial elements in Enterprise B2B Sales. As we sold Chic-fil-A biscuits, hot dogs, pizza, chips and Gatorade this past Saturday, I couldn’t help but be […]

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]]> 74 4 Success Lessons: Anwar – From Africa to the United States https://spanthechasm.com/%post_type%/4-success-lessons-anwar-from-africa-to-the-united-states/ Thu, 04 Feb 2016 00:50:54 +0000 https://info.spanthechasm.com/2017/12/07/4-success-lessons-anwar-from-africa-to-the-united-states/ I love Uber and use it all of the time. My driver this morning, Anwar, showed up in a beautiful, big, black Suburban that was immaculately maintained. I also love talking to people as I find everyone fascinating.  We started talking about Uber, does it work for him, life in the US for 4.5 years […]

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]]> 47 4 Lessons in Customer Experience from my Tire Salesman https://spanthechasm.com/%post_type%/updated-4-lessons-in-customer-experience-from-my-tire-salesman/ Mon, 05 Oct 2015 23:51:04 +0000 https://info.spanthechasm.com/2017/12/07/updated-4-lessons-in-customer-experience-from-my-tire-salesman/   I just got a note in the mail from Gary, the store manager of Butler Tire. Yep, the guy who sells me tires for my car. I have been buying tires from him for years. The note came less than a week after I bought my last set. I was struck by 4 things […]

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