What Happens When You Do Not Train Your Sales Managers

Situation: a company’s top sales rep is promoted to sales manager, but does not receive sales training on how to perform a sales manager’s duties and responsibilities. Here’s what happens next… Untrained sales managers: Don’t know how to be an effective sales manager, so they continue to do what comes naturally — they continue to … Read full article

Tip of the Month from Kevin Davis

Mistake #9 Inconsistent recruiting and selection program. We have all hire somebody that didn’t work out the way we thought they would, so we all know the cost of a bad hiring decision….or do we? What about those candidates that we don’t hire? I learned this lesson years ago when I rejected on particular candidate … Read full article

Diagnose Little Problems and Uncover Big Needs

“A problem well stated is a problem half solved.” Charles F. Kettering With a few variations, 80 percent of the objections sales people hear are: “It’s too expensive.” (I can’t afford it.) “It’s not in the budget.” “I don’t need it.” These objections point to a problem with a single cause: the customer has little … Read full article

Sales Roles: The Therapist

“Progress always involves risk; you can’t steal second base and keep your foot on first.” Frederick Wilcox Your prospect now enters the Buy stage of the process, having completed the Need and Learn stages. In the Buy stage the prospect first experiences fear, putting the brakes to the whole deal. Eventually, if you pay your … Read full article

Win-Win Negotiating Skills

Negotiate Price Late in the Sales Process, Never Early There is no reason to discuss price until buying desire has been aroused. If you customer doesn’t need it, any price is too high. Discuss price only when buyers recognize what they need and why the need it. Lowering price does not necessarily make a product … Read full article

Sales Presentation Skills: Going Far Beyond the Show and Tell

The sales presentation is your best opportunity to show and tell, but there’s more to it than just showing and telling. You also need to think strategically about the customers buying process and needs, your competitors’ offerings, and why your solution is best. To plan and deliver winning sales presentations, try the following approach: Find … Read full article

Competitive Selling Skills

Is your industry becoming more competitive? Are your prospects taking a closer look at what your competitors have to offer? Selling in today’s marketplace reminds me of that old line from ABC’s Wide World of Sports: “The thrill of victory and the agony of defeat.” For the salesperson and the sales manager in the arena, … Read full article

Take Your Sales Team from Good to Great

I recently reread Jim Collins’ book, Good to Great: Why Some Companies Make the Leap and Others Don’t and found that many of his ideas can help you improve performance of your sales team. Collins’ book answers the question: How can good companies, mediocre companies, even bad companies achieve enduring greatness? Using tough standards, Collins … Read full article