BOB Beck
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Articles by this expert
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Article
Sales Training Using The Focus Chart
During many sales training sessions, one of the biggest areas in anyone’s career development is the ability to stay focused. I call it the Focus Charting. We all have special talents. Some people have more than others, like truly becoming a trusted advisor executing the Quid Pro Quo sales approach, but we all have unique skills. For some it might take a lifetime to determine what they are. Some people never discover their true talents. The consequence for these people is a l
March 10, 2009
Article
Lead Generations Ideas
Often times during my Quid Pro Quo™ Sales Training workshops, sales reps complain that they just can't seem to fill their pipeline with leads ending in sales results. The market out there is changing and very competitive. First, to be successful in today's selling environment, you need to ask yourself - Are you: Flexible- Adaptable- Open Minded-Thinking Out of the Box??? Next, are you taking control of all the conditions and actions leading to your success through self quali
March 8, 2009
Article
Selling Scared
Many of my posts have talked about becoming a trusted advisor and the skills you need to develop this status with your prospects and customers. Some people never reach their passion of becoming a trusted advisor that adds value because the level of their fear has prevented them from taking action. Whether it was asking someone out on a date, requesting a raise, switching jobs, or pursuing your creative passion, fear can totally paralyze a person. Most of the time, these fears
March 8, 2009
Article
Close More Sales Consistently—Even In A Down Market.
Bestselling author, international keynote speaker and sales consultant Bob Beck, is offering, for the first time, a new sales training audio series to help sales professionals succeed through these tough economic times. Beck has traveled to ten countries speaking about and training his trademarked "Quid Pro Quo Series" sales courses. Thousands of sales professionals have used these courses. They have proven, unsurpassed results. n Beck says, "I have had the privilege to work
July 20, 2008
Article
SELLING AGAINST COMPETITION
Selling Against the Competitio Companies who don't understand their competitive advantage say things like "Our product is better quality" or "Our service is better." Even if a company has better quality or better service, it won't convince it's customers just by saying so, because many of it's competitors will be saying the exact same thing! You have to define quality or show how your service differs from the competition. The best way to determine your competitive advantage
July 2, 2008
Article
Finding the Real Decision Maker
Finding the Real Decision Maker Reaching decision makers is actually a three-part task. One part is finding them, another is reaching them, last but not least, is creating relationships based on mutual respect. The temptation to rush out and buy a database of names to call can be overwhelming, but the first step is to turn the focus on yourself. The biggest treasure trove of information on the kind of decision makers who will actually want to buy your services or products i
July 2, 2008
Article
Selling with Honor and Courage
Selling with Honor and Courage: It is OK to admit you are afraid! Fear can be and usually is a great motivator. It doesn’t seem to matter what country I am in or what the market conditions are, over the past decade we've been training salespeople in the Quid Pro Quo sales approach, we've found most sales people are selling scared. The tighter the market the more critical it is we sell with honor, courage, and develop relationships with prospect and clients that are based on
July 1, 2008
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