Articles for Sales Management Professionals

Have you noticed how more buyers today tend to only see differences in competitors based on the differences in price and assume everything else is the same?

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. 

How many of your reps are in a rut? Not growing their sales? Doing and saying the same old tired messages?

How many of your reps, like my friend Chuck, have a “Ready – Fire – Aim” philosophy of selling? How many do all the talking on their calls just bragging about how great their products are? 

What are you doing to make sure your team is constantly looking for, and bringing new solutions to their customers so they stay relevant and competitive?

How would you most like to receive new information that would have the most absorption and interest for you? 

Does your team have all the selling skills needed for success in today’s hypercompetitive markets? Have they mastered the five most critical skills of selling?

Think your reps could be more persuasive and effective using the “Double Close?”

Most companies continue to train their inside team on all of the product and ordering knowledge they need…but what about their actual selling and customer service skills?