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...
by Tris Brown | Mar 3, 2022 | Solution Selling
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...
by Tris Brown | Feb 2, 2022 | Solution Selling
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...
by Tris Brown | Jan 4, 2022 | Solution Selling
Upselling Is Not a Sure ThingExperienced consultative salespeople know that it’s far easier to sell to current customers than it is to find new opportunities with cold call prospects who are not primed to buy from you. But success at upselling is not guaranteed — even...
