Sales Closing Strategies – The Top 6 Most Effective
The Top 6 Most Effective Sales Closing StrategiesWe know from sales management training that when your prospect is clearly ready to buy, that top solution sellers do not wait to ask for the sale because they know not to risk opening the door for a competitor or...
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...
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...
How to Be a More Persistent Seller without Annoying Your Clients
PersistenceSalespeople are taught to be persistent. Persistence is considered an asset. On the other hand, salespeople are human, and when a prospect says “no” — to a meeting or demo, or to the sale itself — we may be tempted to give up. Should you be a more...
The Implication of Risk to Buyers that Sellers Should Know
Some Risk Is InevitableEvery business sales training expert knows that just about every purchase involves some level of risk — products may not function as advertised, software may not be fully adopted, and services may not fully deliver on their promise. That’s why...
What CEOs Expect from Sales Managers
A Sports AnalogyWhen you consider the question of what CEOs expect from sales managers, it’s hard to avoid a stereotypical sports analogy because it is so apt. Both sports coaches and sales managers are heavily evaluated on their wins. A winning record is what matters...
4 Questions to Better Evaluate Sales Opportunities
Back to Business Sales Training BasicsFor many sales teams, the pressure to meet quota at the end of a quarter or fiscal year can be enormous. While many sales leaders believe that at least two-thirds of their sales reps should consistently hit quota, we all know that...
