Articles for Sales Management Professionals

How much coaching and training have you invested lately in how to best handle the most common objections being heard by your team?

Salespeople assume they have all of these answers. But, sometimes just asking your customers these questions can show your interest and intent to be of more help. 

Join me as I share how you can give your people more insight when they join your company and the importance each player plays in impacting the profitability and success of your business. I bet if you did that you might even sell more!

We don't just have to worry about what we sell and why a customer wants to buy, we need to be talking more about the benefits of them buying from you…and all the increased benefits you can provide. 

We need to take the longer-term view to gain a competitive advantage and to protect you from your lower-priced competitors.

Could your salespeople sell more, and even increase their competitive advantage by talking more about how they can help make their buyer’s life easier?

Join me as I share how your reps can improve their ability to persuasively respond to buyer objections by following these four simple steps…to help you sell even more!

Join me as I share ideas on how you can work with your team to better understand the four core values of selling…and how to best utilize “lowing your risk” to describe why anyone would want to buy your products or services.

We need to be careful we don’t micro-manage our people and take over their job. We need to play our position. And the best position for a sales manager is that of a General. You’re there, you’re in the thick of it, but you’re not fighting. You’re looking for opportunities to help improve things