Sales Training Articles

Had a chance to ride with a sales rep recently making calls on customers. As I watched them sell, I noticed they were only utilizing two selling attributes to gain an advantage and maintain their customer’s loyalty.

Most salespeople believe they know their customers. They feel they know their buyer’s motivations and what they want from their suppliers. The problem for most though is these assumptions or biases by the salespeople (or their company) are not necessarily the reality of where their customer are or what they are wanting.

Join me as I talk about how you and your team can be sharing more about how you can improve your buyer’s business by helping improve their competitive advantage. It just might help you sell even more!

Join me as I share how you can best share a message of lowest total cost with your buyers…so you can sell even more!

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.

One of the best ways to increase your persuasiveness success is by improving how you handle a buyer’s objections. 

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.”

How effective are your salespeople at handling buyer objections? Do all members of your team understand the processes and structures of persuasive objection-handling?