One of the best ways to increase your persuasiveness success is by improving how you handle a buyer’s objections.
Do your reps know the four steps to persuasively handling any objection? MORE »
How are you functioning as the leader of your sales team? Are you functioning as a Sergeant Major…or a General? And the way we can help you achieve success managing your team is by making sure you have the proper philosophy of sales leadership.
Do your people see you as a Sergeant Major or as a General? MORE »
As a sales coach, if I say to a salesperson “If you try handling that objection this way…it might be easier,” the first response is rarely “Wow! That would really help me.”
Can your salespeople talk about the future without apologizing for the past? MORE »
How much training and coaching did you receive when you were first promoted to sales leader? Who helped you understand how to effectively motivate sales professionals? How to coach someone through their multiple-stepped selling processes? How to help reps develop effective account strategies?
Who’s coaching you to become a stronger leader of your sales team? MORE »
How effective are your salespeople at handling buyer objections? Do all members of your team understand the processes and structures of persuasive objection-handling?
Are your reps effective objection-handlers? MORE »
What kind of video sales aids and support are you providing your reps? Everyone now has access to Zoom and the other video conferencing platforms available…but are you effectively utilizing this new tool to increase your team’s customer-connectivity and competitive edge? Join me as I offer suggestions of how you and your team can take
Are your reps taking full advantage of your video sales tools? MORE »
Are you pushing your reps to sell using WIIFM’s (“What’s in it for me?”)? Join me as I talk about a classic of sales coaching…teaching reps to focus more on the WIIFM’s of what you’re selling than the product facts and features,
Are your reps successfully using WIIFM’s in their selling messaging? MORE »
How many of your reps, when given an opportunity, will just act without doing any research or account prep? Join Jim as he talks about how you can help your reps break this “Ready – Fire – Aim” challenge…so they can sell even more!
Are any of your reps guilty of “Ready – Fire – Aim?” MORE »
Success in sales today is based on the strength of your sales coaching and leadership. So how much actual sales leadership training have you had? Are you even aware of all the skills critical to today’s successful leadership? Join Jim as he shares why most people became sales managers, and how strengthening your sales skills
Want to evaluate how strong a sales leader you really are? MORE »
How skilled are your reps at asking questions of their buyers? How much time have you spent training and coaching your reps on the basic structures of questioning? Join me as I share the three fundamental skills of persuasive questioning…and how your reps can be asking better questions…so they can sell even more!
Do your reps understand (and use) the 3 basic structures of asking questions? MORE »
