I have shared my proven strategies for sales growth in appearances on local television and live video conversations. You can access recordings of some of these appearance below.
Benefits of Using Open-Ended Questions
Learn about the importance of committing to really understanding what the other person has to say, called “Empathetic Listening.”
This skill leads to having longer, more reflective conversations with the respondent (your client). This conversation then leads to hearing their opinions, feelings, and (most importantly) their passion.
The payoff for you is that you understand your client’s concerns and priorities; conveying that you understand; and are recommending a course of action based that understanding.
Building Relationships vs. Being Perceived as a Predator: Sales Prospecting in Trenches
"Seek To Understand Before Wanting to Be Understood." - Stephen Covey from Seven Habits of Highly Effective People
Learn about strategies for building relationships with each client versus being perceived as a predator, as you prospect for leads and new opportunities. My reflections are based on my 30-plus years of sales experience as a “hunter” for new business.
By keeping the mindset that you are prospecting as an advisor, you can seek to identify your prospect’s challenges and think about how you would resolve them.
When you focus on “understanding” what the other person has to say, you can achieve optimum results when prospecting for new sales.
Around Town with Jane Bouvier
The Groton Channel
January 14, 2016
As a guest on Around Town, Ray outlines how he helps his clients get to their next level, specifically to grow their business. Topics Covered Include:
Town Talk with Joe Ready
September 9, 2015
On the program Town Talk, Ray describes how executives can work more effectively with their organization, to grow their business. Topics Covered Include: