by Tris Brown | Oct 2, 2023 | Solution Selling
Do Your Sellers Need to Talk Less to Sell More?Sales leaders know that sellers need to talk less to sell more. And top solution sellers know what happens when they drone on about themselves and their stuff (i.e., their products, their benefits, and their features) —...
by Tris Brown | Sep 1, 2023 | Solution Selling
Customers Who Want More Information Are Not Always BuyersEver have potential customers who want more information before they can make a buying decision? Their request may simply be a delaying tactic or to satisfy another stakeholder who wants to know how your product...
by Tris Brown | Aug 1, 2023 | Solution Selling
Top Sales Leadership Skills Make a DifferenceIt usually takes a massive and concerted effort across an entire organization to create and sustain high growth. But did you know that much of your sales success depends on the sales leadership skills of your sales leaders?...
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”...
