If you have those team members who seem hesitant to change their game, rather than assuming they’re lazy, give this sales coaching strategy a try.
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If cognitive empathy can influence sales enablement in such a powerful way, it stands to reason we must recognize its necessity within our practice.
When we focus on skills training for managers, the confidence and conviction of the sales team increases — which spills over to their interactions with buyers.
Sustainment training is a powerful tool for ensuring that sales reps not only maintain but sharpen their product knowledge.
With the right technology, sales reps no longer have to fake it till they make it when courting new prospects. Instead, they can receive the personalized training they need.
In the modern marketplace, the majority of the customers who contact your company have already decided to purchase your product. If a customer comes to your company almost ready to purchase from you and doesn’t, it implies that the seller poorly.
If you had to identify the most important selling skill that has delivered the most value to sales teams, what would it be? Are you thinking of negotiating, need development, reaching the decision-makers or prospecting? These answers are good guesses.
The last 12 months have been my own real-life version of “Undercover Boss,” transitioning from being a CEO to a sales rep back to a CEO. I thought I understood what it took to be a successful sales executive. I was wrong.