Articles for Sales Management Professionals

The best way to sell today is by using the old sales tools like the steps of a sales call to give you more control of your persuasiveness and having defined multiple-call sales plans. It’s getting higher, wider and deeper within an account to make sure you're talking to the best people who will make a buying decision.

What can you do to get your reps to be talking less by getting their buyers to do more of the talking?

The challenge now for your salespeople is helping them understand how to persuasively relate and connect with all of the different generations represented in their customers.

How often are your reps coming to you and saying “We lost the Phillips bid because our prices were too high?” Your rep is really telling you they didn't do their job. Their job is not selling the lowest price.

Most sales teams only work on the bottom two skill sets. What can you do to improve your rep’s skills in all four areas of selling? 

Have you been using my three videos a week I’ve been posting on LinkedIn and YouTube? Each covers a single sales or sales leadership idea in less than two minutes.

Are you giving remote facility tours to your prospects and customers? Plant tours have always been a critical opportunity to sell your value and to demonstrate your quality. But customers are just not traveling as much today.

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

By Rick Mullen, Maintenance Sales News Magazine Associate Editor – Originally published at http://maintenancesalesnews.com/msnNews0120.htm During a presentation at the recent ISSA Show North America 2019, in Las Vegas, NV, titled, “Winning Selling Strategies for Today’s Disruptive Sales Realities,” Sales Consultant Jim Pancero told an audience of cleaning professionals that selling has changed dramatically in recent years. “Fifty years ago, in […]