We are now offering a 3-Day Sales Training Seminar! This sales seminar will help you Sell More & Sell Faster. By attending our sales training seminar, salespeople will sell more profitable solutions and increase their win-ratio. Our sales training programs are designed to help your sales team to think and feel like a customer. Learn … Read full article
“The best way to predict the future is to create it.” Peter Drucker As the Student you studied the changes affecting your prospects. This was during the Need stage of the Buy-Learning Process. Then, as the Doctor, also during this Need stage of customer focused selling, you diagnosed “little problems” and uncovered BIG needs. When … Read full article
Selling is the process of uncovering urgency, and defining it, in the mind of your customer. The more momentum you generate early on in the process, the greater the probability that you’ll make a sale.
Concessions are an essential negotiating tool, but use them wisely. Consider the future impact of potential concessions. Today’s concession becomes tomorrow’s customer expectation. So don’t give away the store today or you’ll have nothing to give tomorrow. Make sure you get a concession for every one you give. Instead of saying, “Yes, I can reduce … Read full article
Occasionally, buyers skip the Fear step altogether. In fact, this is the only step of the buy-learning process that may not occur. If your customer is fearless, it’s time to celebrate! Very likely you will proceed directly from the sales presentation into a negotiation of terms. However, today most customers have more fear about buying, … Read full article
When doing your competitive analysis, be sure to include criteria that reflect the requirements of all decision makers on the Complex Buying Team—operational requirements of interest to users; compatibility information of interest to the Integrator; purchase price and full lifecycle costs for the ROI Authority, and so on.
In professional selling, you can lose credibility when you present a capability that the customer doesn’t need. So the simple answer at this step of the buying process is to first discuss the problems your capability solves. If the customer is unconcerned about some types of problems, you can then adjust your sales process to … Read full article
Winning a complex sale is difficult. Complex sales are bigger-ticket sales, and because your competition wants them as much as you do, success takes more than simple desire and a strong will. Winning also takes skill, the ability to separate yourself from the pack and make a difference for your customer. Complex sales are also … Read full article
Sales coaching has two components: performance management and developmental coaching. Performance management is a quarterly one-on-one meeting where you review a rep’s sales results, activity level, and evaluate their performance. Developmental coaching, on the other hand, is about developing the salesperson’s competence and willingness to sell better going forward. In short, performance management looks primarily … Read full article
Preparation is important, but it’s not everything. You also need to understand how to work effectively during the heat of the moment when you are confronted with a skilled negotiator. Specifically, you should understand the guidelines for effective negotiations and conduct your activities in accordance with them—listening for your customer’s interests, creating innovative win/win alternatives, … Read full article