sales Archives - Page 6 of 24 - Wakeman Consulting Group

The language of the sale is about opening, not closing conversations…

I’ve been thinking about impact and the impact of language on marketing and sales lately. I’ve been working on a new program called “The Language of the Sale” because this idea of using language more effectively to accelerate opportunities has kind of stuck with me and won’t leave me alone. That being said, as I […]

Are you missing these key sales skills?

Fiance got a sales call voice message from a pro sports team. No excitement, no value, no ‘what’s in it for me’ in message. He’s probably complaining he ‘never gets his phone calls returned,’ too. #wonderwhy pic.twitter.com/tGWcAjfcHF — Brett Zalaski (@bzalaski) May 4, 2018 I saw the above tweet last night and it got me […]

Building a Strategic Sales Plan

A few years back, I did a lot of talking about salespeople thinking like marketers. Somewhere I dubbed it the strategic salesman or something of the sort. As I was flipping through my notes this morning, I came across some ideas I had about this concept from about 2 years ago and thought I […]

Revisiting the 3 Essential Questions of Strategy

Over time, I find myself returning over and over to the 3 questions that guide any strategic plan I develop or use. To cut to the chase, here are the 3: What value do I want to deliver to my customers? Who can use this value and will buy it? How do we reach […]

The Language of the Sale: a Few Key Ideas

I’ve been working on a new seminar offering that I’ve tentatively titled, “The Language of the Sale” and out of this work has come a few interesting ideas about managing language to help you sell more. Here are a few of them: Overcoming Objections: Language allows us to use more powerful language to overcome the […]

How to start managing language in the sales process…

I’ve been working on a special one-day sales training, specifically designed for the sports business sales team. The core of the training is about using language more effectively. Vapid language loses more sales than anything outside of not offering value. Here are some ideas to use language more aggressively to deliver sales. Focus on […]

Taylor Swift’s Ticket Sale Slump Highlights A Number Of Industry Challenges

The efforts to spin Taylor Swift’s Verified Fan sales has been spun a number of different ways, but yesterday’s effort to boost sales by offering seats with “no fees” attached highlighted a number of issues with the program that should draw a lot of attention from artists, their management, and anyone that touches the entertainment […]