The Probe step is probably the single most important step in the selling process and the one that’s done the poorest by many salespeople. If the point of selling is to provide a solution to your prospect’s problems or to help him make an informed buying decision, how can you accomplish that if you don’tContinue Reading
Ever walk into an account to pitch an add-on product or discuss a renewal, only to be caught off guard by some outstanding service issue that you weren’t aware of? There are ways around being caught red-faced, like checking with the support department before every sales call to existing customers, but do you really haveContinue Reading
If you’re in sales, overcoming price objections is just something you have to take for granted. But, really, are your prospects really being that unreasonable. Think for a moment of your home and get a mental picture of your livingroom. What kind of furniture is in it? Do you and your family sit around onContinue Reading
Let’s face it. 100% of your time is not spent in sales presentations. The truth of the matter is that there are many different activities that go into making a sale. You have to prospect to keep your sales funnel full. In complex sales, you need to get to know the players and establish aContinue Reading
We’re one of many (thousands I’m sure) sales training firms in the U.S. and Canada. But I’ll bet we’re the only one that leads off our training workshops by telling sales people to stop selling. That’s right. Stop Selling stuff! Because our sales training workshops focus on consultative selling, and so want to demonstrate toContinue Reading
The sales pitch is when you get to sparkle. It’s when you (ideally) dazzle the client with the benefits of your solution, when you demonstrate your understanding of their problems/wants/needs, and when you overcome the final objection to get a signature on your contract. While you may have many sales support tools at your disposal - flyers,Continue Reading
Most sales managers I know are responsible for bringing sales revenue to their companies and they do this by remote control through salespeople. I say remote control because most sales managers don’t have much direct control over their salespeople (don’t we wish!). The problems start when the sales and revenue aren’t coming in. There areContinue Reading
Is your sales team reluctant to adopt Salesforce? Here are some best practices employed by companies leading the way in Salesforce.com utilization. Creating reports and dashboards that reflect opportunity information may help. Sales people are driven by numbers and they want to be on top! Creating a dashboard that shows the “leaders” based on opportunityContinue Reading
Have you ever hired someone who looked good, smelled good, and sounded good, only to later find that the only thing the person could sell was themselves? You’re not alone. Join the club. As a sales manager, one of your responsibilities is to hire people who will get the job done properly. That means findingContinue Reading
Has your company implemented Salesforce Chatter? You may be wondering what it is. If you cross Facebook with Twitter, and make it accessible only to people with whom you work, you get Chatter. Basically, you setup a profile, complete with picture, which includes your location; contact info and can include interests and hobbies. It showsContinue Reading
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