If you sense a competitor is likely to win a sale, an option you can use is to persuade your customer to delay their decision. Usually the “hook” you need to delay the decision is to plant seeds of doubt about the future. For customers, a common mistake made during a buying process is focusing … Read full article
Sales Manager Development While most sales management training is narrowly focused on teaching managers to guide salespeople through a specific sales process, Kevin’s program is much broader. Sales managers will learn why and how to: Eliminate interruptions and free up time for more one-on-one coaching Coach salespeople early in the sales process, not just at … Read full article
Publication Date: January, 2011 Do your salespeople make this mistake? When a new prospect initiates a call to a salesperson, many salespeople fail to ask one of the most important questions of that prospect: “What steps have you taken thus far in your decision-making process?” It is vitally important for the salesperson to learn what … Read full article
Why is it that so many sales managers don’t coach their salespeople? Surprisingly, it has little to do with a lack of coaching and leadership skills. Below are three common reasons, and some ideas on how to change this problem. Reason One. Sales Managers are Focused on Selling, Not Coaching Many sales managers rose through … Read full article
With the 3rd quarter recently completed, the time to sit down with your team members and review their performance is likely at hand. Here are three questions you should ask each of your salespeople during your next one-on-one: 1) What are you getting from me that you like and find helpful? 2) What are you … Read full article
Research has found that the highest producing business to business sales come from salespeople that work for sales managers with a hands-on coaching style. Hands-on means the sales managers monitor, direct, evaluate and reward their salespeople on an on-going basis. These high-performance business to business salespeople were found to have a greater level of commitment … Read full article
Most salespeople are using a sales process that’s shorter and not integrated with the customer’s eight-step “buy-learning” process. The result is that salespeople go faster than the customer does, getting to the “close” of their process before the customer is ready to buy. The irony is, if your salespeople sold slower, your customers would buy … Read full article
At TopLine Leadership, our Sales Training programs are designed to help your sales team think and feel like a customer. This is how you Sell More and Sell Faster! Our sales training programs is the most effective selling system for meeting your customers’ needs at each step of their buying process. When you implement this … Read full article
For years, the focus of sales training has been on the selling process – while ignoring customer buying behavior. But tomorrow’s big winners in sales will be those who learn to join customers in their buying process. At TopLine Leadership, our sales training programs are designed to help your sales team to think and feel … Read full article
The criteria your customers will use to make the final buying decision (which solution to choose from which vendor) can shift over time. I hope you are keeping in touch with your Sponsor(s) and can check in with them regularly to see if they have added criteria, made some criteria more or less important than … Read full article