SOLUTION SELLING TRAINING BLOGS

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”...

Are Your Sales Leaders Coaching Enough?

Are Your Sales Leaders Coaching Enough?

Sales Growth OutperformanceSales leaders who seek to outperform their competitors often overlook one of the main drivers of sales growth — sales performance coaching. While sales leaders try to do the right thing promoting star performers to sales management roles,...

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How Top Sales Leaders Create Revenue Growth

How Top Sales Leaders Create Revenue Growth

Top Sales Leaders Create Revenue GrowthAccording to McKinsey, 1-in-4 companies did not grow at all over the last decade, and only 1-in-8 sales leaders create revenue growth of more than 10% percent. Our organizational alignment research found that aligned companies...

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How to Be a More Strategic Seller

How to Be a More Strategic Seller

Outmoded Sales ApproachesWe all are familiar with the traditional stereotype of the pushy salesperson who pitches their products, manipulates the conversation, and drives relentlessly toward closing the deal faster for their own self-interests. However, that doesn't...

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Beware of these Sales Negotiation Mistakes

Beware of these Sales Negotiation Mistakes

Sales Negotiation DefinedNegotiation is a discussion aimed at getting an agreement. When you add “sales” to the mix, the interaction becomes one where the parties hope to agree while at the same time they focus on optimizing their individual outcomes. The more you...

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How To Turn Selling into Helping Clients

How To Turn Selling into Helping Clients

A Better Way to Sell — Turn Selling into Helping ClientsMost business sales training programs focus on advancing and closing deal.  While this makes sense from a seller’s perspective, it is exactly the opposite of what buyers want and need to be successful. What would...

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