Strong testimonials are often essential today, because prospects are very skeptical and almost jaded before we approach them – largely because of ineffective salespeople who preceded us, who didn’t adequately deal with skepticism and risk aversion.
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Sellers can become more consultative in negotiations by seeking to understand the customer’s psychology, converting demands to needs and, eventually, trading to protect the deal size.
A prevailing view among salespeople is that each situation is unique, and success depends on the ability to read and bond with the prospect. While these skills are essential, they aren’t sufficient.
Misaligned incentives that slow or prevent adoption of new skills are an age-old problem in training. Organizations often invest a significant amount in training, with admirable intentions, but fall short of the complete alignment necessary to achieve the...
Since the skills that are required for a one-to-one sale aren’t necessarily the skills required for a many-to-many sale, it’s important for sales trainers and managers to prepare reps to wear the new hats required to sell on a team.
A growing number of businesses are geographically dispersed nationally and even globally, which calls for a smarter solution to sales training. Well-designed custom e-learning can meet this need.
Without help, a minor slump can turn into a years-long nosedive and potentially end the career of a high-quality performer who just couldn’t figure out what went wrong.
Here are five sales tips to help your sales team improve their performance and exceed their targets.
Finding a great new sales hire is akin to unearthing the holy grail or discovering life on another planet.