Sellers Need to Talk Less to Sell More
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) —...
How to Handle Customers Who Want More Information
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...
Top Sales Leadership Skills
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?...
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 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
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
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...
