Are your reps validating why a buyer wants to buy from you?
Think your sales reps might be able to focus more on their customers and the benefits they can receive buying from you?
Are your reps validating why a buyer wants to buy from you? MORE »
Are you taking full coaching advantage of your time riding with your reps?
One of the best ways to take advantage of your time riding with your reps making customer sales calls is to approach this as a proactive coaching opportunity.
Are you taking full coaching advantage of your time riding with your reps? MORE »
Could your reps improve their questioning skills?
Today’s video talks about how to use questions to move through the five steps of a sales call. Because when you become more effective and persuasive, you tend to sell even more!
Could your reps improve their questioning skills? MORE »
Are your salespeople proactive enough in their selling efforts?
Now that things have returned to normal, how proactive are your salespeople? Are your reps bringing solutions and new ideas to their customers? Are they working to help improve their buyer’s business?
Are your salespeople proactive enough in their selling efforts? MORE »
Want to be more effective delivering negative feedback to your reps?
What can you do to make sure when giving feedback to your people, especially if it’s negative feedback, it’s given in a positive way that helps them improve and enhance their behaviors?
Want to be more effective delivering negative feedback to your reps? MORE »
Could you and your team be more effective presenters…by getting over your presentation jitters?
Presenting in front of several people is, for most salespeople, the scariest part of their job. They’re not very good at it because they’ve not had enough practice or experience.
Are your reps asking enough questions…or do they talk too much on their sales calls?
When riding with reps researching my client’s business, I’ve secretly used a stopwatch to identify the percentage of a call a rep talks. From my years of timing calls, the average experienced pro talks about 90% of their sales call.
Are your reps asking enough questions…or do they talk too much on their sales calls? MORE »
Could you be getting better feedback from your customers?
Do you trust the feedback you’re getting about your customers’ motivations and why they either did or didn’t buy?
Could you be getting better feedback from your customers? MORE »
Are you closing your business exactly at 5:01?
Does your business close exactly on time? Think this could be upsetting any of your buyers?
Are you closing your business exactly at 5:01? MORE »
Ever hear of the “FORD” technique to lowering a buyer’s resistance?
Today’s video talks about the four great options to lowering a buyer’s resistance to help improve the persuasive environment of your team’s sales calls…so they can sell even more!
Ever hear of the “FORD” technique to lowering a buyer’s resistance? MORE »