How buying decisions are made has changed dramatically in recent years. It used to be if you wanted to buy something, like a hot tub, the first thing you’d do is stop by a hot tub store, talk to a sales rep, pick up some literature and pricing and then go home to talk with your family about your options.
How are your reps overcoming the reality of today’s self-educated buyers? MORE »
Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a key differentiator in selling today between the successful reps selling as trusted advisors and those struggling as order takers and reactive responders.
Are your reps functioning as order takers or as trusted advisors? MORE »
Ever read the book “The Challenger Sale” by Matthew Dixon and Brent Adamson? It was one of the hottest sales books twelve or thirteen years ago that had a big impact on a lot of sales teams.
The authors did research on the best personality styles for a sales rep to have to be successful and win the most business.
Are your customer problem resolution skills as strong as Disney’s? MORE »
Ever read the book “The Challenger Sale” by Matthew Dixon and Brent Adamson? It was one of the hottest sales books twelve or thirteen years ago that had a big impact on a lot of sales teams.
The authors did research on the best personality styles for a sales rep to have to be successful and win the most business.
Are your reps still using the lessons of ‘The Challenger Sale?’ MORE »
What can you do, as the leader of your sales team, to discuss with your reps the difference between solving symptoms and solving actual problems?
Today’s video talks about this challenge of only solving symptoms and missing the real customer problems. When you can sell to your buyer’s problems, and not just their symptoms, you’ll sell even more!
Are your reps just chasing buyer symptoms…or are they getting to the real problems? MORE »
Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a key differentiator in selling today between the successful reps selling as trusted advisors and those struggling as order takers and reactive responders.
How to motivate unmotivated sales reps MORE »
How many of your reps go to their customers asking the same questions of “Anything you need?” “Anything coming up?” “Anything I can help with?” And “How’s the family?”
Time to get more proactive with your selling efforts? MORE »
Are you leading your sales team…or just acting as the head doer?
Are you spending so much time closing deals that you have no time left to coach and lead? MORE »
Today’s video talks about these three most critical selling processes your team needs for success in today’s hypercompetitive markets…so you can sell even more!
Three critical selling processes to master MORE »
Are you giving remote facility tours to your prospects and customers? Plant tours have always been a critical opportunity to sell your value and to demonstrate your quality. But customers are just not traveling as much today.
Virtual plant tours – Can they help increase your competitive edge? MORE »
