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Walter Rogers
Walter Rogers has created and led businesses in 13 countries on three continents, has been interviewed on over 100 shows on CNN, CBS, and ABC on the topics of sales, CRM, sales management and corporate productivity, is on the Advisory Board of DePaul University Center for Sales Leadership and was a Texas eCommerce Awards finalist for two consecutive years. His passion for CRM enabled sales performance transformation inspired his two books, Pathways to Growth, co-written with business partner Tony Robbins, and Spark!
Effective sales representatives actively listen and watch for customer cues that indicate interest or emotion. A “cue” is a behavior, behavioral pattern, or shift in behavior that reveals a reaction or motivating feeling. Cues can be either non-verbal or verbal, and most of your customers will...
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Customer objections can be difficult to handle, and many sales professionals fear this situation. However, objections communicate important and valuable information about customer concerns, needs, and fears. Most objections can be effectively handled with a simple reframing process that puts the...
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Without a doubt, there is relentless, almost unbearable, pressure wearing down on most sales organizations these days, as the ailing economy and shrinking margins make it harder and harder to retire quota and drive revenue.
Sales reps – the front-line first responders who carry the future profits...
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Receptionists, clerks, secretaries and administrative assistants are the “gatekeepers” of business. An experienced gatekeeper is usually adept at screening cold calls and recognizing sales professionals who attempt to reach the decision-maker without an appointment. This is part of their...
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The highly successful sales professional is able to adapt and grow in any market environment precisely because they aren’t satisfied with their present level of competency. Instead, they constantly ask themselves two questions: 1) what do I need to learn that I don’t know now, and 2) what do I...
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If you want to build trust and credibility with your customers, and hold on to them for life, follow these 10 important tips:
1. Avoid selling a solution that isn’t in the customer’s best interest.
Sometimes you just don’t have the right solution at the right price. If that is the case, it...
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Sales reps typically want to go straight to the decision maker. However, in most organizations, the decision maker is supported by a network of team members who can also influence the outcome of the deal. As a result, developing skills to deepen trust with everyone in the customer organization is...
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According to legendary New York Yankees catcher Yogi Berra, “90% of baseball is mental. The other half is physical.” Clearly, Yogi – despite his fractured math – could have also been a legendary sales professional if he wanted to be, because that is exactly the same formula that...
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In a world crowded with "me too" solutions, the final differentiator is often the effectiveness of your sellers. At CloudCoaching International, we dedicate a lot of research time to Sales Mastery. Our Partner, CSO Insights, conducted a recent study of 797 firms, and revealed two...
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