Businesses should consider this when dealing with customers today, “challenge the customer’s comfort zone.”
There is no substitute for great sales talent. Experts close deals faster than average salespeople. They make the 2-Call Close possible.
Sales performance is predicated on three variables: Territory, Timing, and Talent. Their impact on your organization is in that order, but the number one predictor of sales performance is the territory.
Your brand and marketing create the conditions for a sale. But a flawed sales process can unravel all the goodwill created by your brand. Manage your sales process to a high standard, and deliver a buying experience your customers expect.
There is a myth in business that extraverts are better sales people. Research proves that wrong. Ambiverts outperform both extraverts and introverts.
Great sales people possess habits that separate them from everyone else. Every sales rep does the basics: prospect, qualify, negotiate and close. Great reps do the same things, but they do them better.
Sales people claim to lose a deal for 3 reasons: price, features, reputation. But these are superficial reasons. To avoid objections stop selling, and start facilitating.
Customers don’t want sales people, they want business people who solve problems.
Who has time for slick talking, no substance sales guys? No one. Who has time to spend countless hours golfing, lunching and socializing? I can’t think of many. As Tim Sanders related on his blog, “Don’t invite me to lunch if you want to sell me something. Set an appointment at my office to come pitch me if you really want my business!”
It’s time for sales forces to find a new playbook. The sales training programs available in the market are showing their age. I started my career in software sales, and was groomed on sales training programs like Huthwaite’s SPIN Selling, Miller Heiman’s Strategic...
There used to be a time when selling was a social activity. Sales people tracked their clients’ birthdays and anniversaries, knew their children by name, and fostered deep personal connections. It was a simpler time, it was a happy time. But times have changed. Today...
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