Articles for Sales Management Professionals

If a buyer shows interest in your products, how many of your reps immediately assume their buyer has valid reasons and go right into their “Features & Benefits” pitch without asking any additional questions?

The job of a sales leader is to help your people achieve more than they would have achieved if you just left them alone. Do your sales reps really believe that's your goal? 

How many of your reps have become too self-focused in their selling efforts? All they do is talk about how great their products are, how many other satisfied customers they have, and how they promise they’ll be there to help?

There are three critical areas, when maximized, that can improve your team’s success. Ignoring any of these three areas, sales (and skills) will tend to remain flat causing much less growth than you could otherwise achieve. 

Today’s video discusses ideas to help you strengthen and improve the questioning skills of your team…so they can sell even more!

What can you do to help your team understand how to sell your value, and not your lowest price to win the business?

How persuasive are you selling to someone with a personality and communications style opposite yours? 

Today’s video talks about the critical importance of these three levels of competitive awareness. Mastering all three levels is one of the best ways your team can sell even more!

There's an old sales term of “under-promise and over-deliver” to help make sure we are impressing our customers and satisfying their concerns. Are you, like too many other businesses today, not following this “under-promise / over-deliver” philosophy?