Articles for Sales Professionals

Think you can increase your buyer connectivity by using Zoom (or any other video platform)?

How persuasive are your delivery drivers? If your business uses delivery drivers, consider how much time they spend with your customers. Yet the majority of companies never invest in any selling or persuasive training for their drivers.

There was an old sales training exercise used for years called the “Match Test. The test involved a sales rep lighting a match and then, before they burned their fingers, having to deliver their complete message of uniqueness of why a buyer would want to buy from them.

What can you do, as the leader of your sales team, to make sure your people have the most complete and persuasive message they can be communicating to their buyers?

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? 

Most salespeople assume they know their customers. But how much of their awareness is based on what buyers wanted years ago?

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?

Selling has gotten tougher. Just knowing the steps of a sales call is no longer enough for persuasive success. The most successful reps also understand how each of the steps interconnect and strengthen the next step of their call.

Effective questioning skills are the foundation of all persuasive communications. There are three questioning structures your team needs to be utilizing: