Sales Training Articles

We don’t just have to worry about what we sell and why a customer wants to buy, we need to be talking more about the benefits of them buying from you…and all the increased benefits you can provide. 

We need to take the longer-term view to gain a competitive advantage and to protect you from your lower-priced competitors.

Could your salespeople sell more, and even increase their competitive advantage by talking more about how they can help make their buyer’s life easier?

Join me as I share ideas on how you can work with your team to better understand the four core values of selling…and how to best utilize “lowing your risk” to describe why anyone would want to buy your products or services.

Join me as I share how your reps can improve their ability to persuasively respond to buyer objections by following these four simple steps…to help you sell even more!

We need to be careful we don’t micro-manage our people and take over their job. We need to play our position. And the best position for a sales manager is that of a General. You’re there, you’re in the thick of it, but you’re not fighting. You’re looking for opportunities to help improve things

Join me as I share how you, as a manager, can open your team up to more new ideas and suggestions…by making sure they stop apologizing for the past and saying “Well nobody ever told me that before!”

As the sales manager of your sales team…Who’s your coach?

Do all members of your team understand the processes and structures of persuasive objection-handling?

The key to objection handling is not pushing back. Too many reps see objections and resistance as a fight. As soon as a buyer gives an objection, most reps immediately start arguing.