Posts tagged series
The Sales Training Series: Keep Selling Your Company
Sep 6th
If you hear words like “I didn’t know that!” from an existing customer who likes and trusts you but who just bought something from one of your competitors, you have no one but yourself to blame. It was you who blew the opportunity and left the door wide open to the competition.
Was your response something More >
The Sales Training Series: Gaining Commitment
Sep 5th
Employers value salespeople based on their ability to Gain a Sales Commitment. Improving this sales skill has never been more important than it is today. So, what are you doing to get better?
Here are several ideas on how you can improve your sales effectiveness at gaining customer commitments.
Always Have a Commitment Objective!
Our More >
The Sales Training Series: The Right Way To Sell
Aug 9th
Three-quarters of the secret to professional, strategic selling boils down to asking the Best Questions and listening carefully to the answers. Most of the Best Questions have to do with uncovering the crucial, underlying needs your products or services might serve. But you also must know how to sell to a particular account. More >
The Sales Training Series: Know What You’re Selling
Aug 7th
You know your product, its features and its benefits. You have a well-rounded presentation that explains all of this, complete with visual aids. So why waste a prospect’s time with chitchat? Shouldn’t you launch straight into your presentation?
No, you shouldn’t, and here’s why. No matter how good it is, your generic More >
The Sales Training Series: Dealing With Sales Objections and Stalls
Aug 4th
Most salespeople think of “stalls” and “objections” as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stallâ”I need to think about it”âthe customer offers no particular reason for hesitating.
Almost all salespeople More >
The Sales Training Series: Sell Yourself Before You Sell Your Company
Aug 3rd
Research has proven that customers make five major buying decisions in the course of any major purchase. These decisions are always made in the same order. The first is whether to “buy” the salespersonâyou. The second is whether to “buy” your company. Only after those two decisions are made will the customer More >
The Sales Training Series: Asking The Best Questions
Aug 2nd
Effective questioning is a critical selling skill for several reasons. First, our recent research shows that there is a direct correlation between the success of a sales call and the type of questions that the salesperson uses. On average, failed sales calls include 86% more close-ended questions than open-ended questions.
Successful Sales Calls Have More >
The Sales Training Series: Selling With Leverage Questions
Jul 31st
If he had a long enough lever and a place to put the fulcrum, the Greek mathematician Archimedes said, he could move the world. “Leverage questions” offer that kind of power to salespeople. These are open-ended questions designed to uncover the hot-button emotional issues that actually drive a customer’s buying decision. What More >
The Sales Training Series: Selling With TFBRs
Jul 30th
You have asked great questions and uncovered at least three important customer needs that your offerings can address, and you’re ready to begin your product presentation. Know what you’re going to do now? If you’re like most salespeople, you’re going to lose all of the momentum you’ve built—and maybe the sale, as well—by More >