by Tris Brown | Jul 1, 2023 | Solution Selling
Consultative Sales Rep, Really?The idea of being a consultative sales rep is not new. In fact, you’ve probably read a lot about how to be more consultative with clients and prospects. Maybe you’ve even attended a solution selling training or business sales training...
by Tris Brown | Jun 1, 2023 | Solution Selling
The Power of Questions and the Neuroscience of Sales QuestionsDid you know that simply asking a question tends to monopolize the thoughts of your listener? The neuroscience of sales questions fascinates us because of a phenomenon called “instinctive elaboration”...
by Tris Brown | May 1, 2023 | Solution Selling
Decrease Your B2B Sales CycleDepending upon the complexity and deal size, B2B companies take 2 to 12 months on average to win a new customer. What if you could significantly decrease your B2B sales cycle and close new deals faster – especially the ones where the...
by Tris Brown | Apr 1, 2023 | Solution Selling
Knee-Jerk ReactionsWe all do it — react to something automatically. We respond to a question or situation without thinking, in a very predictable way. Somehow we have to find a way to get above the sales noise of others. When you use ineffective or self-centered...
by Tris Brown | Mar 1, 2023 | Solution Selling
The Best Consultative Sales Questions to Grow AccountsTop solution sellers who know how to ask effective sales questions consistently outperform their peers. They understand that the right sales questions at the right time shift the focus from what they have to offer...
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