Avoid talking too soon about your solution. That just gives your competitors an edge because the customer is likely in the middle of their buying process. Essentially, you reach the end of your sales process just as the customer arrives at the point when they start comparison shopping. Instead, early in the sales process get … Read full article
It’s becoming harder and harder to differentiate yourself based on what you sell because products and services are becoming increasingly alike. Today’s most successful salespeople and organizations know they need to stand out based on how they sell. Salespeople who slow down each sales conversation end up spending more time with each prospect. Now, when … Read full article
Are your customers undervaluing your solution? I’ll assume that you set a fair price for the solution you offer to your customers. If they spend a lot of time trying to negotiate that price down, then the real issue may be that they don’t value your solution enough. That’s a problem that’s your fault, not … Read full article
TopLine Leadership Releases New Slow Down, Sell Faster! Sales Training Program TopLine Leadership is releasing a new sales program based on their groundbreaking sales model that teaches sales people how to get in sync with customer buying. Slow Down, Sell Faster gives salespeople an easy-to-use model for adjusting their sales behavior so they can connect … Read full article
Keep close contact with the customer, especially when they are in a comparison mode (evaluating solutions from multiple vendors). If you are asked to deliver a proposal or presentation, the odds are high that the customer is asking other vendors as well. Talk to your sponsor ahead of time to see if anything has changed. … Read full article
About.com has posted a review of “Slow Down, Sell Faster!” From the review: “The book is best suited to B2B salespeople selling large-ticket items. Most B2C salespeople and small price, high-volume salespeople won’t get much from it. Davis teaches some excellent strategies on handling what he calls the Complex Buying Team: the group of decision … Read full article
In our new “Slow Down, Sell Faster!” sales training workshop your salespeople will learn how to help your customers through each step of their buying process faster, and with the odds shifted in your favor. Call us today for more information: 775-849-8600
Most sales managers I know have a love/hate relationship with the prima donnas on their sales teams. They love the star player’s passion and hard work. They hate the self-centered behaviors that demoralize or discourage the rest of the team. This puts the sales manager in a quandary. If they come down too hard, the … Read full article
Creating a more customer-focused sales force is largely a matter of creating more customer-focused sales managers and sales management processes. It won’t happen unless you reshape how to train, guide, and evaluate your salespeople. The change in perspective has two benefits: First, it gets your salespeople to focus on what they want the customer to … Read full article
Salespeople are under tremendous pressure these days to sell more and sell faster. Many sales managers harp on salespeople to close more deals, and push the customer along faster and faster. But what matters isn’t what we are doing in our sales process. It’s what the customer is doing in their buying process. Ironically, that … Read full article