There is an old joke that says somebody is a great salesperson if he or she can sell refrigerators to the Eskimos in the Arctic. But in today’s thorny economy, less-than-stellar salespeople can find themselves left out in the cold if they fail to understand how to connect to potential customers. This week, MortgageOrb speaks with Jaynie L. Smith, CEO of Fort Lauderdale, Fla.-based Smart Advantage Inc. and author of the new book Relevant Selling, to understand the challenges of today’s sales environment.
President of Smart Advantage Inc – Jaynie Smith has been interviewed by Mike Schikman on WSVA radio on July 11th, 2016. Jaynie and Mike discussed about how to succeed in today’s marketplace, Jaynie gave out some friendly advices about the company differentiators and usual cliches of competitive advantages of companies and how to really find…
Companies leave potential business on the table all the time. It happens in so many different ways: potential contacts not followed up, proposals that don’t go far enough or meet the specific needs of customers, so sales aren’t closed when they should be. One significant overlooked reason is often at the root of the failure.
I speak to CEO and executive groups nationwide and am continually told that their sales managers complain the sales staff wants them to “lower the price” so they can sell more. That is a common cry. However, when a company creates, measures and maintains strong competitive advantages that are most valued by the customer, that company will attract the very best salespeople and customers. It starts with strategic decisions and operational changes that make a difference.
Bob Schmidt invites Jaynie back on air as her interviews get very high hit rate from listeners. Now, you can listen here, another fascinating interview on Bob’s show called “BS with Bob Schmidt.” In this interview few interesting points about flaws that business have. CEO of Smart Advantage, Inc. – Jaynie Smith was interviewed by Bob Schmidt on his…
There is a very serious lost discipline in most companies today. Many have wandered away from concerning themselves with competitive advantage and its impact on their bottom line. Sales people are struggling to compete on anything but price. Some have simply lost touch with what is and what is not a competitive advantage.