Sales Diamond Archives - Growth Through Learning

Are you an order taker or a sales leader?

December 11, 2018 Ralph Kison Sales Diamond

I encounter a lot of reluctant sellers in engineering, construction, architecture and consulting. These highly educated, technically competent and experienced professionals when forced to engage in business development activities, or sell their firm’s services, will avoid a meeting rather than “sell” something. They often treat sell as a four-letter word,...

Follow-up to Succeed

September 25, 2018 Ralph Kison Sales Diamond

A quick internet search will reveal that upwards of 80% of sales are made between the fifth and eight contact. Juxtapose this with the fact that only 10% of sales people follow-up more than three times and you realize there’s a major disconnect between the number of contacts and effort...

Neutralize The Situation To Solve The Problem

January 30, 2018 Ralph Kison Customer Service, Growth Through Learning, Sales Diamond

Some people just show up angry and you are not able to solve their problem and offer options or suggestions until they can actually hear what you are saying. You may work in a call center, be a server in restaurant or a nurse in the emergency room. Progress will...

The most Important Sale You’ll Ever Make

January 22, 2018 Ralph Kison Sales Diamond

Stop trying to sell anything to anyone if you wouldn’t buy what you are selling! If you wouldn’t pay the price you’re asking others to pay for your products, services, solutions or expertise, then stop “selling” and get a different job. Selling is all about providing value to your customers...

Stand Out To Win – Be Different! (or fade away)

November 21, 2017 Ralph Kison Leadership, Personal Branding, Sales Diamond

This blog supports my presentation to CSMPS Vancouver at the Stand Out To Win workshop. The objective of this blog is to encourage consulting engineers and other professionals to stop letting the client set the agenda and move the discussions to reducing the fee. You’ll never lead a client to...

Selling is an Essential Business Skill

October 26, 2017 Ralph Kison Growth Through Learning, Sales Diamond

Selling is an essential skill for anyone that aspires to become, and remain successful, in business and in life! Let me be clear, I’m NOT talking about applying tactics, gimmicks and “tricks” to get others to do what will solely benefit you. What I am stating is, it is about...

Dumb Business Development

September 11, 2017 Ralph Kison Sales Diamond

Stupidity is wasting your time, money and energy pursuing projects that you have little to no chance of winning. If you are not growing existing relationships deeper; cultivating new relationships, and targeting viable opportunities because they land within your corporate and personal sweet spot of abilities, talents and passion, you’re...

You Have a Problem, I May Have a Solution

July 20, 2017 Ralph Kison Sales Diamond

Your clients have numerous problems and issues to resolve or opportunities to capitalize upon. Unless you are talking to the owner (aka decision maker / economic buyer) of the issue or problem, little or nothing will likely happen. You may be wasting your time, energy and resources, or worse, potentially...

B.D. 101 – To call or not to call?

May 23, 2017 Ralph Kison Sales Diamond

A major success factor in sales and BD is showing up! In order to show up at a client’s office, and have them welcome you, it requires you to reach out and make contact. Simply put, you will not get an appointment for each request, however, I can guarantee with...

The GOLD Standard for Selling

March 28, 2017 Ralph Kison Personal Branding, Sales Diamond

The price of gold is not set by the producers, but by what the market perceives its value to be. Over time, there have been huge price swings based on what buyers perceived gold’s value to be as hedge or investment, driven primarily by world events. In similar fashion, when...

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