by Tris Brown | Oct 3, 2022 | Solution Selling
Top Sales Leaders Invest in Sales CapabilitiesWhen sales start to lag, some sales leaders panic and look to business sales training as a silver bullet. But we know that training for training’s sake rarely cures the problem. After measuring over 800 sales training... 
by Tris Brown | Sep 2, 2022 | Solution Selling
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... 
by Tris Brown | Jul 1, 2022 | Solution Selling
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... 
by Tris Brown | Jun 3, 2022 | Solution Selling
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... 
by Tris Brown | May 1, 2022 | Solution Selling
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... 
by Tris Brown | Apr 5, 2022 | Solution Selling
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...
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