Increasing your competitive edge
Every employee of your company who interacts with a customer in any way, whether they realize it or not, is in sales. They’re in a sales position because they have a chance to impact your brand, impact your customer loyalty and impact your company’s reputation by what they do or say.
Do all of your employees understand and realize they’re in sales? MORE »
Join me as I share how you can sell a lot more when you function as an organized SWAT Team, instead of just trying to wrangle a bunch of independent gunfighters.
Do you have too many “Independent Gunfighters” on your sales team? MORE »
Had a chance to ride with a sales rep recently making calls on customers. As I watched them sell, I noticed they were only utilizing two selling attributes to gain an advantage and maintain their customer’s loyalty.
Are any of your sales reps actually selling on purpose? MORE »
What are you doing to make sure your reps are doing more than just servicing their accounts and being their friends? Are they bringing new solutions and ideas? Are they suggesting new products or services that can truly help their customer lower their risk, make their life easier and/or increase their profitability?
Join me as I share how you can make sure your team is offering your customers a more complete solution…even if it means completing their order online. Think this type of total solution support could help your team sell even more?
Are you training your customers to just go buy on Amazon? MORE »
Do you have any independent manufacturing reps selling for you and your company? A lot of sales organizations, especially distributors and equipment manufacturers, use independent sales reps as part of their territory coverage in areas they don’t have as stronger a presence as they’d like or where they can’t afford a full-time sales rep to be covering.
Are you getting maximum impact from the manufacturing reps selling for you? MORE »
One of the best ways to grow sales is by prospecting. But in too many companies, prospecting is more of an after-thought whenever reps have any extra time to go after any new accounts. Prospecting is rarely an ongoing and consistent component of most sales rep’s weekly selling plans.
How does new business prospecting fit into your team’s weekly selling plans? MORE »
A client recently had a major crisis. One of their top sales reps left going to work for a competitor. When my client checked out what was happening in that departing rep’s territory, they discovered they had little usable information.
If a top sales team member left, would they take all of your customer data with them? MORE »
Too many sales leaders do little to help their reps improve their objection-handling skills. How much coaching and training have you invested lately in how to best handle the most common objections being heard by your team?
How effective are your reps at handling objections from their buyers? MORE »
Most salespeople believe they know their customers. They feel they know their buyer’s motivations and what they want from their suppliers. The problem for most though is these assumptions or biases by the salespeople (or their company) are not necessarily the reality of where their customer are or what they are wanting.
Do your reps really understand how your buyers measure success? MORE »
