Is there any seasonality to your team’s selling efforts? What can you do prior to a season’s start to coach, remind and fine-tune your team’s selling skills and messaging?
Are you training your team to take advantage of the seasonality of your business? MORE »
Do the presentations being given by your sales team to your independent distributor or dealer salespeople have the best information possible so they can do their job more effectively?
What caused your buyer to not see your extra value? It could be you have a weak message when buyers ask “Why do I want to buy from you?” It could be your reps are not proactive in how they work your buyer through the evaluation and proposals offered. What about reps not focusing on the buyer’s challenges and are just pushing their products?
Do your reps just collapse into ‘Presentation Mode’ when under pressure? MORE »
What caused your buyer to not see your extra value? It could be you have a weak message when buyers ask “Why do I want to buy from you?” It could be your reps are not proactive in how they work your buyer through the evaluation and proposals offered. What about reps not focusing on the buyer’s challenges and are just pushing their products?
How are you helping your reps get value from their lost sales? MORE »
How buying decisions are made has changed dramatically in recent years. It used to be if you wanted to buy something, like a hot tub, the first thing you’d do is stop by a hot tub store, talk to a sales rep, pick up some literature and pricing and then go home to talk with your family about your options.
How are your reps overcoming the reality of today’s self-educated buyers? MORE »
Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a key differentiator in selling today between the successful reps selling as trusted advisors and those struggling as order takers and reactive responders.
Are your reps functioning as order takers or as trusted advisors? MORE »
Ever read the book “The Challenger Sale” by Matthew Dixon and Brent Adamson? It was one of the hottest sales books twelve or thirteen years ago that had a big impact on a lot of sales teams.
The authors did research on the best personality styles for a sales rep to have to be successful and win the most business.
Are your customer problem resolution skills as strong as Disney’s? MORE »
Ever read the book “The Challenger Sale” by Matthew Dixon and Brent Adamson? It was one of the hottest sales books twelve or thirteen years ago that had a big impact on a lot of sales teams.
The authors did research on the best personality styles for a sales rep to have to be successful and win the most business.
Are your reps still using the lessons of ‘The Challenger Sale?’ MORE »
What can you do, as the leader of your sales team, to discuss with your reps the difference between solving symptoms and solving actual problems?
Today’s video talks about this challenge of only solving symptoms and missing the real customer problems. When you can sell to your buyer’s problems, and not just their symptoms, you’ll sell even more!
Are your reps just chasing buyer symptoms…or are they getting to the real problems? MORE »
Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a key differentiator in selling today between the successful reps selling as trusted advisors and those struggling as order takers and reactive responders.
How to motivate unmotivated sales reps MORE »
