by Tris Brown | Aug 1, 2020 | Solution Selling
Building TrustThe best sales reps build trust. They understand the importance of building trust with their buyers because the sooner a prospective buyer trusts you, the sooner they’ll be ready to take your advice. It’s all a part of demonstrating that you want to help... 
by Tris Brown | Jul 1, 2020 | Solution Selling
Sales ObjectionsFrom a buyer’s point of view, a sales objection is a way to communicate to a seller a reason why they cannot buy from them. For a consultative seller, objections are hurdles that can occur at any point in the sales process and must be overcome. Sales... 
by Tris Brown | Jun 1, 2020 | Solution Selling
High PerformersIf you’re a sales manager who wants only high sales performers, you want reps with top sales competencies and you’ve got a lot of company. Every sales manager’s dream is to work with a team of “A” sales players. And yet, there are few sales teams that... 
by Tris Brown | May 5, 2020 | Solution Selling
Building a High Performance Sales TeamHigh performance sales teams consistently deliver high performance results. To consistently deliver high performance results, sales leaders need salespeople with “can-do” attitudes that are aligned with a winning sales strategy... 
by Tris Brown | Mar 18, 2020 | Solution Selling
Still a Challenge to Fill the Sales PipelineEven though technology has vastly improved both the efficiency and access to the information your sales team can use to connect with qualified prospects, it’s still difficult to make meaningful connections and fill the sales...