From the CCS® Sales Blog

From the CCS® Sales Blog

Sales Tips: Always, Sometimes or Never in Selling

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In high school I was fortunate to have an outstanding Geometry teacher as a sophomore. On some quiz or test questions Mr. Fisher would list statements and students had…


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Sales Tips: Use Diagnostic Questions to Differentiate

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In my first sales job there were regional specialists that provided information about competitive offerings. When competing with a specific vendor, sellers could call and ask about “knock-offs” which…


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Sales Tips: What Is Sales Intelligence?

By Connie Schlosberg, Primary Intelligence Sometimes, it is interesting to try to classify different areas of research and intelligence to see how certain specialties have originated, evolved and grown into their own species, so to speak. This study of sales intelligence…


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Sales Tips: 3 Ways to Minimize Objections

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Since 2002, CustomerCentric Selling® has redefined selling as: Asking questions to help buyers understand how to use offerings to achieve goals or solve problems. There is a major difference…


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Sales Tips: 2 Overlooked Issues with Pipeline Milestones

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Most organizations have spent the time needed to define pipeline milestones. Sophisticated companies have defined multiple sets of milestones that reflect the different types of transactions that sellers must execute. Two…


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