Increasing your competitive edge
Today’s video shares ideas you and your team can use right now to get better connected and talking earlier with your buyers…so you can sell even more!
Are your customers making buying decisions without your reps? MORE »
Today’s video shares the original visual diagram of Ford Motor Company’s steps of a sales call. Check it out! When you increase your selling consistency you’ll likely sell even more!
Who first published the steps of a sales call? MORE »
At Special Olympics there is a culture and belief exemplified through their athlete’s oath of “Let me win. But if I cannot win, let me be brave in the attempt.” Are you as gracious with your strongest competitors?
How do you treat your competition? MORE »
Are your customers really aware of everything you sell? How often are your salespeople hearing “I didn’t know you did that!” from your prospects or customers?
I didn’t know you did that! MORE »
Service has evolved over the last 15 years. Are your current service levels really helping increase your competitive advantage?
Are your service levels actually contributing to your competitive advantage? MORE »
What steps are you teaching your team? There are five steps of a sales call…
Are you teaching the wrong steps of a sales call? MORE »
When a customer complains, are your team members asking “What did we do?” (A “Single Enterprise” approach) or “What did they do?” (A “Siloed” approach)?
Is your team supporting your customers as independent silos or as a single enterprise? MORE »
Most reps can talk about how they save a buyer money. But collapse when asked to prove on paper why paying more with you will save them money.
Can your team prove your “Higher price – lower total cost? MORE »
Product knowledge is the first level of competitive awareness. Knowing their features and benefits compared to what you sell. 90% of all reps have strong product competitive awareness.
How strong is your team’s competitive awareness? MORE »
As a sales consultant, I evaluate a lot of sales territories and selling efforts. I’ve found the average rep has over half their territory exposed due to only having one contact.
How many customers are you ‘One car wreck’ away from losing? MORE »
