Sales Foundations, Part 2

Mark Cichowski smartPRENEUR Blog Series

These are a few more of the most common, proven and useful professional techniques you can use in sales. Feature, Advantage, Benefit (FAB) Salespeople tend to “feature dump” when selling. Being the expert in your industry is fantastic. Sometimes that knowledge overwhelms to buyer prospect if the salesperson bombards them with features. An example is, “someone asks you for the time and you ...

Sales Foundations, Part 1

Mark Cichowski smartPRENEUR Blog Series

These are a few of the most common, proven and useful professional techniques you can use in sales. To use a corny phrase, it is not rocket science... Let’s look at some. Be a Human Getting to know your buyer prospect, not just sell to them, is a crucial component of the sales process. We’ll get into personalities in other blogs, but ...

Trying Out Sales Techniques

Mike Humphries smartPRENEUR Blog Series

Trying the Unknown.   In previous parts of this sales blog we have discussed several topics designed to give you a chance to improve sales success, build better customer relationships and enjoy the job of selling more. Future installments will cover additional ways to make selling more successful while building stronger relationships with your customers. No doubt for some people …

The Heart of The Sale

Marilyn Sanford smartPRENEUR Blog Series

Profitable Companies learn how to charge for their services and how to pitch their value.   Value is dependent on internal systems as well as commitment and discipline to support and iterate these systems.   This guides employees through proven processes to achieve predictable and quality results.  By tracking all aspects, especially labor, firms know both their true costs for …

Features and Benefits 

Mike Humphries smartPRENEUR Blog Series

We all live in a highly technical world. Even more so in the integrator smart home smart office world. Almost everything there is to do with the products you sell, install and service has a big technical aspect. So it is natural that one of the first tendencies we might have when dealing with a prospect is to talk about …

Qualifying

Mike Humphries smartPRENEUR Blog Series

What is Qualifying? Qualifying your prospect is a sales step common in almost every sales process on earth. You may call it something different but whatever the label qualifying is the process where the salesperson decides how likely a specific prospect is to buy, and based on that assessment what future actions with this prospect make sense to how you …

Meet the Faculty: Mike Humphries

Mike Humphries smartPRENEUR Blog Series

Mike Humphries, Managing Partner at Turn Eight Group LLC For over 25 years Mike has worked at growth oriented companies with responsibility for producing revenue, revenue growth and profits. The last 14 of those years have been spent producing the same results for clients either assisting their team or as an interim part of their exec team. His knowledge and …