Could using stronger sales aids increase the selling effectiveness of your team?
What can you do, as the leader of your sales team, to make sure your people have the most complete and persuasive message they can be communicating to their buyers?
Sales Training Articles
Your Price is Too High! How are you communicating your value?
Have you noticed how more buyers today tend to only see differences in competitors based on the differences in price and assume everything else is the same?
Could some simple sales training help your delivery drivers to be more effective?
How persuasive are your delivery drivers? If your business uses delivery drivers, consider how much time they spend with your customers. Yet the majority of companies never invest in any selling or persuasive training for their drivers.
Are any of your reps selling like my friend Chuck?
How many of your reps, like my friend Chuck, have a “Ready – Fire – Aim” philosophy of selling? How many do all the talking on their calls just bragging about how great their products are?
Are your reps over-presenting on their sales calls?
How many members of your sales team want to tell their entire story every time they get in front of a potential buyer? The vast majority of even experienced sales reps talk too much, especially when presenting their products and solutions.
Do your reps really understand how to apply the inter-connectivity of each of the sales call steps?
Selling has gotten tougher. Just knowing the steps of a sales call is no longer enough for persuasive success. The most successful reps also understand how each of the steps interconnect and strengthen the next step of their call.
Are your reps validating why a buyer wants to buy from you?
Have you noticed buyers just don’t seem to trust salespeople anymore? What are you doing to help your sales team increase their importance and validity to their buyers?
Generational Changes Driving Today’s Sales Process
By Rick Mullen, Maintenance Sales News Magazine Associate Editor – Originally published at http://maintenancesalesnews.com/msnNews0120.htm During a presentation at the recent ISSA Show North America 2019, in Las Vegas, NV, titled, “Winning Selling Strategies for Today’s Disruptive Sales Realities,” Sales Consultant Jim Pancero told an audience of cleaning professionals that selling has changed dramatically in recent years. “Fifty years ago, in …
Utilizing the Four Core Values of Buying
Business-to-business buyers are influenced by your overall philosophy or approach much more than they are by the “parts and pieces” details of your actual products or services. Strategic selling involves continually communicating your overall philosophy, positioning or selling approach throughout your selling process and ongoing support efforts. One of the most effective ways to increase …
Are You Healthy Enough to Pass a Sales Physical?
The Six Critical Tests That Most Contribute to Your Personal Selling Success So how healthy are you? Want to find out by completing a simple six question test of your selling skills and effectiveness? As a sales and sales management consultant and trainer for 35 years I’ve been able to observe and evaluate the skills …