Category Archives for "Sales Tip of the Day"

May
04, 2021

The Confirm-Ask-Explore™ Framework 

By Scott Sambucci | May 4, 2021

“Asking the right questions, the right way, is critical in the recognition of the needs stage of the sale. Confirm Questions: Start your conversations by confirming information that you know or learned from previous conversations, conversations with their colleagues, or research that you found. This includes information about the person, the company, and the problem. […]

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May
04, 2021

The Importance of Polarization

By Scott Sambucci | May 4, 2021

David Priemer has a 5-step framework in his book, “Sell the Way You Buy”. These frameworks are: 1️⃣ Polarization2️⃣ Juxtaposition3️⃣ Provocative questions4️⃣ Convictions5️⃣ Storytelling In this segment, David & I talked about the importance of polarization. Many startup founders started their business because they have a #mission and a #vision for their business. They also have the old way versus […]

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May
03, 2021

Selling The Way You Buy

By Scott Sambucci | May 3, 2021

  “If you want to be a top seller, you have to execute with science and empathy”. – David Priemer  It was great having Founder and Chief Sales Scientist of Cerebral Selling, @David Priemer join me on the Startup Selling podcast.  In this episode we talked about selling the way you buy—This means that you […]

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Apr
30, 2021

Implementing = Learning

By Scott Sambucci | April 30, 2021

“Implementing = Learning” – This is a mantra I stress over and over with clients. When we’re making a change, learning a new behavior, or testing a new approach, we’re either going to win or learn. Either the strategy will work and we’ll enjoy the benefits, or we’ll learn from it. Ideas are fun. We can run […]

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Apr
29, 2021

Getting Uncomfortable

By Scott Sambucci | April 29, 2021

  The actions, decisions, and choices made in the past got you to where you are today. They won’t be what gets you to your next level. To grow, learn and shift yourself, means learning new strategies, taking new actions, and developing new skills. That means getting uncomfortable.  It’s awkward learning anything new, but it’s […]

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