There’s an old sales term of “under-promise and over-deliver” to help make sure we are impressing our customers and satisfying their concerns. Are you, like too many other businesses today, not following this “under-promise / over-deliver” philosophy?
Are your customer support efforts frustrating your customers? MORE »
Today’s video explains the importance of competitive awareness…and what your team can be doing about it. Understanding your competitors so you can improve your sales messaging is one of the best ways to help your team sell even more!
When was the last time you researched your competitors? MORE »
Too many salespeople are afraid to ask for the order. They’re either afraid they’ll seem too pushy or they don’t know the steps to getting a buyer to say yes.
The close is not the most critical step in the selling process, especially when you’re successful implementing the first steps of their call.
Any of your reps afraid to ask for the order? MORE »
Today’s video talks about Trusted Advisors vs. Slimeballs. It’s an idea from a good friend and fellow sales trainer Jeff Slutsky from Kansas City. Your reps will better position themselves as trusted advisors when they spend more time lowering resistance and asking questions…so they can sell even more!
Are your trusted advisor sales reps selling like slimeballs? MORE »
The reality over decades of research is that people coached by somebody more skilled tend to have the fastest improvement in those skills. Your job as the coach and leader of your sales team is to help strengthen and improve the skills of all members so they can sell even more.
Are you helping your sales managers become stronger coaches and leaders? MORE »
How much new business prospecting is your team attempting? Most are not doing enough until pushed by their managers. When was the last time your reps searched online for new companies or did any background research on identified new prospects to see if they could be a potential fit for your company?
Could “Blitz Days” increase your team’s prospecting success? MORE »
Today’s video discusses what you can do, as their leader, to be more balanced by investing time in all four of these critical leadership efforts? Mastering these four areas can help your team sell even more!
How balanced are you as a coach and leader of your team? MORE »
Today’s video discusses the challenges following a “Ready – Fire – Aim” selling approach. Doesn’t it make sense that more research and learning more about your prospect (and more than your competition) before you start firing/selling could help you sell even more?
How many of your reps follow a “Ready – Fire – Aim” selling philosophy? MORE »
Successful selling today demands we master both sides. But most salespeople only gravitate to one side, and that side is usually the intuitive art side.
Do you see selling as more art…or science? MORE »
How many of your reps could be selling more…if they just put more energy into their territory? How you motivate your people and get them energized is a critical component of effective sales leadership.
Have any unmotivated and underperforming sales reps? MORE »
