Articles for Sales Professionals

Could any of your reps benefit from help improving their efficiency and effectiveness? 

How many of your buyers are saying “If we're interested we'll call you.” (and then never calls).

Are your reps trying to take care of their customer problems themselves, and not asking for help soon enough?

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!

How many members of your sales team want to tell their entire story every time they get in front of a potential buyer? The vast majority of even experienced sales reps talk too much, especially when presenting their products and solutions.

Today’s video describes how everyone is delivering this same response and how your team can increase their competitive edge by improving their answers. And when you do, you’re likely to sell even 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.

There's an old 1950’s selling concept called “WIIFM’s.” It was a simple acronym that stands for “What's in it for me?”

Though cell phone video capabilities have existed for years, most salespeople are not taking advantage of this technology. The goal is to use your cell phone to capture more images of your products being utilized and satisfied customers talking about why they like doing business with you.