Sales Training Articles

The reality of today’s buyers is they rarely make decisions alone. A “final decision maker” will still seek opinions and insights from others, even when they alone are the final decision maker of their vendor selection. However, most sales professionals only focus their attention selling to their main buyer or decision maker and see little […]

What is your selling approach and competitive uniqueness? Is your selling strategy to win the business based on having the lowest prices or are you selling on your greater value and lower total cost? Less skilled sales people tend to gravitate to selling on price. They lack the skills of probing to understand better, their

There‘s a new term that’s crept into today’s selling and service language that’s having a severe and negative impact on our customers… and how they view our efforts to help them, and I bet it’s a term you’ve used yourself in the last 24 hours when talking with your customer. And the term is…“No problem!”

How good a listener are you? When I ask this question of experienced sales pro’s the overwhelming majority immediately identify they’re great listeners and identify their listening skills as one of the reasons for their long-term selling success. But the reality is significantly different for most salespeople, even the most experienced and successful ones. The

Everyone agrees with new business prospecting being a critical component of any sales territory. However, even during tougher economic conditions the majority of sales people still tend to over-service their existing customers and do as little as possible to find new clients. What about you? How much new business prospecting have you been investing in

Where do you focus all of your selling efforts? The immediate assumption would be to respond by answering that of course you’re spending as much time as possible selling to your customers! But there is a better long-term answer! I got some of the best advice for my sales career as I started my first

How many different people from your company talk with your customers? Consider asking your team to evaluate and discuss two different selling scenarios. The first scenario deals with your newest customers. Ask your team how many different people from your company will talk with a new prospect (either by telephone or “face-to-face”) from the time

How high is your competitive awareness? On a scale of one to 10…with 10 being strongest…pick a number you feel most represents your current level of competitive awareness. Most experienced sales professionals identify their competitive awareness level as around a seven to nine…what’s your number? Having a comprehensive understanding of your competition and how they

Cold calling, or contacting prospects you have never talked to, is one of the single toughest activities any salesperson can do. It’s not that cold calling is hard, it’s just takes a lot of work to generate a little new business and involves the highest rate of selling rejection. Most salespeople hate cold calling, not