Articles for Sales Management Professionals

What can you, as a sales leader, do to help your team better understand how to persuasively handle objections…and to see the positives in their buyers’ complaints and concerns?

Being effective in selling today requires us to sell to the full range of buyers available to us. How flexible are your reps at selling to someone who is not like them?

How tactically strong are the members of your sales team? The challenge is most sales people are weak tactically. You can test this with your team.

How much value are you and your team getting from your lost sales? What are the current processes you have in place to debrief, learn and adjust your selling processes based on what you learn from each loss?

How proactive is your team’s support of these buyers? How are you monitoring your buyer’s inventory levels? How are you reminding them when it’s time to reorder? And, if you sell equipment, how are you maintaining their equipment maintenance and service levels?

Are your sales reps successfully selling against their low-priced competitors by selling to the “FUD Factor?” The “FUD Factor” is an old selling concept that stands for FEAR, UNCERTAINTY, and DOUBT. How is your team selling against a lower-priced competitor who likely has less quality, lower service, but a much cheaper price?

Is your sales team taking full advantage of their competitive selling opportunities by asking your satisfied customers for testimonials?

Wondering how you can define your market focus, selling philosophy and brand to give you the differentiation and uniqueness that can redefine your position in the market…and significantly increase your profitability and success?

Join me as I share how you can help your sales reps deliver more persuasive and effective PowerPoint presentations of why buy from you…so they can sell even more!