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Selling in the Contract Service World

Selling contract services is different.

Different because services are harder to get customers to understand. Different because the contract world requires coordinating buying and selling cycles – a difficult dance at best.

Here are a number of articles that can help make selling a little less painful, and hopefully more successful and enjoyable.

Questions are the Answer: Your Biggest Sales Challenge in 2012?

by Chris Arlen

What do your customers think? What’s important? Challenging? If you get these answers you sell more, so we ask customers. But their answers don’t help.

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Build Your Personal Brand on Service Quality

by Chris Arlen

Your personal brand helps you sell customers what they want and need. Your personal brand is: What you stand for How you want your customers to perceive you The promise you keep [...]

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Selling to the Shadow Side for Richer Results

by Chris Arlen

Customers buy solutions that help their companies survive and thrive. They also buy to make their own work day easier and less stressful. This is the shadow side of customers – they [...]

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Sales’ FOL

by Chris Arlen

“Grant me the serenity to accept sales’ facts of life (sFOL) – the courage to do the right selling work – and the wisdom to know the difference.” a Seller’s Prayer. Here [...]

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Stop Wasting Sales Time & Qualify Prospects with 2 Questions

by Chris Arlen

How often do you waste time on a prospect that is really a suspect? That’s time lost with as much chance for a sale as a snowball on the sun. You can’t [...]

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You Deserve More Money

by Chris Arlen

That’s right! You deserve more money IF you’re a top producing sales rep (in the top 20% of sales reps in your company). You also deserve more resources, and respect too. If [...]

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Looking for Customers in All the Wrong Places

by Chris Arlen

Hurry up and sell. Be seen working. Fire – ready – aim. Many sales reps don’t know who their customers are – don’t know where to find them. And if they don’t [...]

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Personal Positioning Statement

by Chris Arlen

“Hello, and you are…?” “Oh, uh, I’m Sara…and I uh…work for XYZ Corp…I’m a sales rep” First impressions. Priceless. All those intentional first meetings with prospects at association lunches, tradeshows, and sales [...]

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Cold Calling – Last Question First

by Chris Arlen

When you get a call from someone you don’t know, how long before you know they want to sell you something? Probably within the first five to ten seconds. And that’s a [...]

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