Articles for Sales Management Professionals

Too many salespeople are afraid to ask for the order. They're either afraid they’ll seem too pushy or they don't know the steps to getting a buyer to say yes. The close is not the most critical step in the selling process, especially when you’re successful implementing the first steps of their call.

Today’s video talks about Trusted Advisors vs. Slimeballs. It’s an idea from a good friend and fellow sales trainer Jeff Slutsky from Kansas City. Your reps will better position themselves as trusted advisors when they spend more time lowering resistance and asking questions…so they 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?

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

Today’s video explains the importance of competitive awareness…and what your team can be doing about it. Understanding your competitors so you can improve your sales messaging is one of the best ways to help your team 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?

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!

How many of your reps could be selling more…if they just put more energy into their territory? How you motivate your people and get them energized is a critical component of effective sales leadership.

How many of your reps sell utilizing a self-focused approach? How many were taught a “feature-benefit” presentation style?