Jeffrey Lipsius Articles by: Jeffrey Lipsius

The Value of Viewing Your Customer’s Social Stream

The Value of Viewing Your Customer’s Social Stream

Salespeople value the ability to say the right things to customers and work diligently to perfect this skill. Saying the right thing at the wrong time, however, leads to unsuccessful results. Even people outside the selling profession have experienced instances of giving people good advice that wasn’t acted upon because the person simply wasn’t receptive. Read more ›

The Key to Selling Style Versatility

The Key to Selling Style Versatility

Thumbing through a training catalog, I noticed a course offered to help salespeople identify their selling style. To me, that’s the tail wagging the dog. A salesperson should be versatile enough to adopt whatever selling style their customer needs. Salespeople who rigidly cling to a selling style will only be successful with a limited number of customers. These would be the few customers whose buying styles match that salesperson’s particular selling style. Salespeople will be well served to continually develop their versatility. By increasing versatility, salespeople enjoy success with an ever-increasing variety of buying styles.

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