Increasing your competitive edge
How do your reps solve customer problems when things go wrong? How proactive are they with their solutions, especially when the problem was caused by your team?
Are you reactive or proactive as a problem solver? MORE »
What kinds of questions are you asking your sales team? Are you focusing on only asking about expected results (asking “WHAT” focused questions), or are you also focusing on how they’re achieving their selling processes (asking “HOW” questions)?
Are you asking too many “What” questions as a sales coach? MORE »
There are three distinct levels of sales skill training you can provide your team to help increase sales and profitability.
What level of sales training will have the most impact on your team? MORE »
Where are you spending your time as a coach and leader of your sales team? Are you, like most sales managers, spending all your time fighting symptoms or are you really solving problems?
Are you fighting symptoms instead of problems? MORE »
Are you asking the best questions as the coach and leader of your sales team? Your effectiveness as a sales coach is based on your ability to increase their awareness, increase their view of the direction they need to go with this account, to help them prepare and understand what kind of problems they might have on their calls.
Here’s the question you should be asking MORE »
Are your reps using the best selling language available today to close more business? There are only four reasons why people buy when given competitive choices. Let’s use you as an example. Pick a time and something of significance you were buying. Why did you choose the vendor you chose?
Are your sales reps selling to the only four reasons people buy? MORE »
Join me as I talk about ways you can help your team be more proactive initiators bring new ideas to your buyers…so they can sell even more!
Are your sales reps selling on purpose? MORE »
As the coach and leader of your sales team, are you a student of selling? How aware are you of the simple steps and structures of selling that can make your people more persuasive? Your job as their coach and leader is to help them discover these critical selling skills. How much selling skills coaching have you been doing lately with your team?
Are you still a student of selling? MORE »
How tenacious are your sales team members? If you gave one of your reps the name and phone number of a new sales prospect, how many attempts to contact that opportunity will your reps make before they give up? How many contacting attempts would you like your team to make before they abandon an identified sales opportunity?
Are you coaching your reps to not give up? MORE »
Join me as I offer ideas you can use to help your team better handle a buyer’s rejection. Because the more no’s your reps can take…the more yes’s they’ll likely get!
Are your reps still dealing with call reluctance? MORE »
