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Online quote provides instant estimates and offers personal visits for exact moving costs RCS is providing a new Request a Quote page on its website, making the Richmond-based company the only provider to offer this free feature in the area. The online quote includes:

How can you get your buyer to tell you his biggest challenges and greatest fears? That’s the topic of this article. Asking good questions and actively listening to the buyer are very important activities, yet they are among the most difficult selling skills to master. Add on the importance of rapport building in any formal sales meeting, and you have two major challenges to overcome in your quest to get your buyer to be open and forthright.

I've written before about the question, "are elite salespeople made or born?". After nearly 10 years as an entrepreneur and B2B salesperson, I am convinced they are born. When I talk about "elite" I am referring to the top 20% in their respective fields. A better way to ask the question may be this...

Ask any B2B sales professional this question – “Would you rather land one $50,000 sale or 10 $5,000 sales?” and most would choose the big one. The bigger the sales opportunity, the more prepared and dedicated you need to be. Closing a big sale requires an organized sales process. So, once you identify the big opportunity and determine why your products and services are a good fit, we recommend the following 10-step approach to close the deal.

The ongoing debate about whether elite salespeople are made or born always seems to result in a “yes” conclusion. Experts agree there’s a natural aptitude for sales that some people have in their DNA – that’s the “born” side of the equation and one of the five critical factors.

Impact 100, a group of 100 women in the Richmond, VA area who came together to make a difference in our community, has granted the YWCA of Richmond $100,000 to strengthen the care and support they provide women in our community.

Listening skills are valuable salesperson traits according to buyers in a recent survey on selling skills. When buyers were asked about the most valued traits in a salesperson, 80% selected “actively listens to me.” If you’re a good listener, you’ve got an important skill to be an elite salesperson.

Don't Let an Interested Customer Buy Elsewhere The latest statistics place cart abandonment rate at about 59%. That is, 59% of time a customer places an item into an online shopping cart, that customer fails to check out and complete the online transaction. With an increase in comparison shopping resources, this could go even higher. A recent study by Paypal found that 45% of customers abandoned carts more than once with an average order size of slightly more than $100.

by Neal Lappe, October 12, 2011

By Neal Lappe - August 27, 2011