How to Handle False Sales Objections
So, Your Sales Prospect ObjectsIt is inevitable. Every salesperson who sells complex solutions, no matter how skilled, receives objections from customers and prospects during the sales process. How do you respond effectively to false sales objections ? How do you...
How to Get Quality Sales Referrals
Proven ResultsWe know from experience that sales referrals work. But why is it worth it to get quality sales referrals? Take a look at the research results from Nielsen. Customers are not one, not two, not three, but four times more likely to buy when you are referred...
What Top Performing Sales Teams Do Differently
Top Performing Sales TeamsAll sales managers aspire to lead a top performing sales team. And many of those sales managers have eager, willing, and capable sales reps. But the dreams of so many sales leaders (even those with competent teams) don’t come true. What high...
Change Best Practices for Sales Organizations
A Sales Rep-Centric Approach to ChangeThe value of customer centricity – the strategy of putting the customer at the center of efforts to grow the business - has been touted for decades. Organizations want to change best practices for sales organizations and...
The Surprising Way Top Sales Reps Build Trust
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...
How to Handle This Year’s Top Sales Objection
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...
Top Sales Competencies of High Performers
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...
