The last thing today’s buyers want is to be sold to from an out-of-touch sales rep. Learn the key skills necessary to turn one-and-done sales transactions into long-term customer partnerships.
At the end of the day, every close relies on a salesperson’s ability to connect in the opening phase of the process. The most important thing a sales trainer can do to help increase successful outcomes is to help reps learn how to connect with buyers.
The answer to a sales performance issue depends on the actual problem or problems your team is facing, which probably boils down to one or more of the following seven areas.
As leaders in learning and development, we are continually tasked with influencing others. Sales might have a bad rap, but it is misunderstood. The sales profession has mastered the skills and strategies necessary to influence people.
In our world of exponential technological change, salespeople need stronger communication skills to connect with buyers in increasingly shorter time frames. Most likely, that interaction will be virtual rather than face to face.
Changes in selling have paralleled changes in military engagement. In sales today, winning salespeople and winning sales organizations focus less on winning the war with the competition and more on winning the hearts and minds of the customer.
At the start of a new year, we are full of good intentions. You can make resolutions, but resolutions are easily broken or forgotten. It’s better to create new habits – and make sure they stick. Here are some ideas for new habits to form in 2019.
The success (or failure) of your negotiation team depends on the investments that you make in their training and preparation. Mistakes with sales negotiation training can fly under the radar. Here are several to watch out for.