Vortexology

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Why your listening skills are killing your sales (and what you can do to fix it)

If you’ve been in sales for any amount of time, this scenario probably sounds familiar to you….

A sale rep has a meeting with a prospect, and the meeting seems to go great. The prospect has a definite need for the sales rep’s product. The prospect asks a lot of questions about the product and seems interested. The sales rep diligently explains all the benefits and demonstrates how the product would meet the prospect’s needs. It couldn’t go any better.Listening

In her meeting with her manager, the sales rep expresses confidence about the prospect and declares that the sale should close very soon. But then something changes. The prospect won’t commit to a follow-up meeting. Then he won’t return calls at all. The sales rep tries to salvage the sale, but isn’t sure what went wrong.

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Make it a great day: 3 Morning exercises to focus your energy and maximize results

You get ready for work in the morning, full of hope. You have the whole day ahead of you. It’s a blank slate, ready for you to work your magic, take big action, and drive your business forward. You can cross those important items off your to-do list, make those follow-up calls that are long overdue, and finally get started on that sales proposal that’s due next week.Morning

Something happens between the morning and the end of the day, though. Actually, a lot of things happen. Your neediest client has yet another issue that they need resolved, and they need it ASAP. Your inbox is blowing up and you can’t just let those emails sit there. There are office conversations that just seem to suck you in. Plus, there’s that funny video going around on Facebook. What’s the big deal if you take five minutes to watch it?

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3 Important lessons every salesperson can learn from Steph Curry

Here in the Bay Area, the whole city is still celebrating the Warriors NBA championship, their first since 1975. I’m a huge Warriors fan, so this whole season has been huge fun for me. Even for casual fans or non-fans, though, it’s been hard not to get swept up in the excitement surrounding the team.steph curry

Perhaps the most exciting part of the championship run is how they did it – by winning more games than any other team and ultimately beating the best player in the world, LeBron James. Of course, we also have a star player who’s pretty good in his own right – Steph Curry, who won the league’s MVP trophy this year.

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Closing time: 3 Tips for overcoming closing anxiety

You’ve reached the end of the process. It’s the closing meeting. Time for you to put your best proposal forward, overcome the prospect’s objections, and move forward with a new client in hand. Many sales people live for this meeting. They love closing above all else.Meeting

Not you, though. You’re anxious. Your stomach is a bundle of nerves. You can’t escape the fear that something will go wrong and you’ll lose the sale right at the very last step. You might be so nervous that you don’t even want to go through with the meeting.

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Vortexology is a sales performance, sales management and business coaching, training, and consulting company that creates high performance, results-focused, winning teams. Based in the San Francisco Bay Area with clients nationwide.
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