Are there any barriers to great sales performance that your organization has created for you? If so, how can you remove the obstacles? One way is to improve your energy and desire to excel. Remember, the speed of the leader determines the rate of the pack. A few more successful strategies include: 1) Pay more … Read full article
Salespeople who have “lost the fire” are salespeople who have lost sight of their sales goals, so you must help them see their future more clearly. To create your plan, ask good questions, and really listen. Ask: Why are you selling for a living? What is it that you want, that you don’t currently have? … Read full article
In sales training, don’t use a “one-size-fits-all” strategy. Every salesperson is different, with different needs, commitments, motivators, etc. You must build a relationship with each individual on your sales team to get the results you want.
A sales team typically consists of a few leaders and lots of followers. So does a ranch, where the herd follows along behind the one cow with a bell around its neck. Many salespeople, especially those with less experience, emulate the example of the bell cows on your sales team. If one of your bell … Read full article
Buy-Learning Process consists of four stages with each stage made up of two steps. The four stages are: 1) Determining a Need 2) Finding the Best Solution 3) Committing to Buy 4) Evaluating the Outcome For the sake of simplicity these four stages can be named Need, Learn, Buy and Value. The effective sales person … Read full article
People in sales should know the importance of making a good impression: without it you can’t earn the right to do business with people. Each customer contact provides us as sales people the opportunity to make a good impression. Remember the maxim in sales and marketing: the prospect must be touched five to ten times … Read full article
Inexperienced sales managers assume that if they solve the problems salespeople bring to them then sales reps will automatically sell more. Not true. Sales managers must expect salespeople to solve their own problems instead of doing their thinking for them. When a salesperson comes to the manager with “a monkey on his back” it is … Read full article
Hanging on to low producing salespeople is detrimental to your sales team! Untrained sales managers aren’t coaching reps on a consistent basis. This leads to the manager not understanding why the sales rep continues to turn in a poor performance. The sales manager then reacts to a rep’s poor production by “buying” the rep’s excuses, … Read full article
If you sell to businesses, somewhere during the sales process your prospects may send out a Request for Proposal or ask you to make a formal sales presentation. Here’s an important tip: if the RFP is the first you’ve heard about the opportunity, it means you’re entering the game late (whether or not there are … Read full article
In this time of economic struggle, creating a unified sales force with a common sales language and single sales message becomes imperative if your company is to achieve its goals. When you bring together different sales cultures and levels of sophistication within a newly-merged organization the result is often reduced sales, erosion of trust with … Read full article