How to Be a More Consultative Sales Rep

How to Be a More Consultative Sales Rep

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...
The Neuroscience of Sales Questions

The Neuroscience of Sales Questions

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”...
How to Decrease Your B2B Sales Cycle

How to Decrease Your B2B Sales Cycle

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...
How to Get Above the Sales Noise

How to Get Above the Sales Noise

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...

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