Are you selling to the “FUD Factor?
Are your sales reps successfully selling against low-priced competitors by selling to the “FUD Factor?”
Are you selling to the “FUD Factor? MORE »
Sales Training Articles
Could adding more structure to your team’s prospecting efforts increase your sales?
Prospecting long-term requires strong and involved sales leadership, coaching, training, and organization. Think you can increase your team’s new business prospecting efforts?
Could adding more structure to your team’s prospecting efforts increase your sales? MORE »
Are your reps asking for customer testimonials?
Testimonials are a great way for customers to show how and why you’re a good and trusted vendor they can do business with. But too many reps seem to have gotten out of this habit lately of asking their customers for testimonials or for references.
Are your reps asking for customer testimonials? MORE »
Could your reps improve their PowerPoint presentation skills?
Your team can increase the persuasiveness of their sales presentations by improving their use of PowerPoint slides.
Could your reps improve their PowerPoint presentation skills? MORE »
Are you helping your reps improve their selling efficiency?
There are two ways to increase your team’s sales. How much time and effort are you investing to improve both of these skill areas with your team?
Are you helping your reps improve their selling efficiency? MORE »
Are you checking out your prospects before calling?
Do any of your sales reps, when dealing with prospecting opportunities, have a philosophy of “Ready – Fire – Aim” whenever they’re given a new sales lead?
Are you checking out your prospects before calling? MORE »
Are your reps generating enough referrals?
Could your team be talking with your satisfied customers about who else they know in their industry or community who could benefit from the kind of solutions you and your company offer?
Are your reps generating enough referrals? MORE »
Are your customers getting harder to reach?
Think your team could benefit from expanding the way they communicate with prospects and trying something different?
Are your customers getting harder to reach? MORE »
Are your reps trying to use leave-behind brochures as sales aids?
Does your team have both types of brochures currently available? Sales aids to use when in front of a buyer, and leave-behind documents to add to your messaging as they leave their call?
Are your reps trying to use leave-behind brochures as sales aids? MORE »
Are your reps really prepared for your next trade show?
Trade show selling is an important way for companies to reach both prospects and existing customers. But too many make the assumption, because they have experienced salespeople, that their reps are also experienced in working trade shows.
Are your reps really prepared for your next trade show? MORE »