What is a Sales Close? Simple answer… It’s a sales mindset that guides you and the sales prospect through your sales process. We’ve all heard the line about ‘always be closing’…yawn! But…it’s not wrong. How many sales closes do most sales people build into their sales pitch? How many sales closes do you build into…
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Sales results tell a story… In fact, the world is built on stories. Yours, mine, everyone’s world is based on a collection of stories. It’s how we make sense of things we don’t immediately understand. Stories help us learn. Help us process information. Hard wire information into our memories. It’s how we relate to each…
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Sales Improvement in the Business Development function via Sales Audits, Sales Training, Continuous Sales Improvement Structures and carefully monitoring the key sales metrics. Building growth and success into every sales and business development function using continuous sales improvement
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Sales bonus schemes can cause some heated discussions, that’s for sure. Earlier this week I had a half day session with a business owner to review the bonus and reward structure for the sales team next year. The conversation came out of a separate meeting two weeks ago when we discussed the overall sales performance,…
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Benchmarking sales performance is where is it all starts. Undertaking any kind of sales improvement initiative without first getting a base line of what your current sales function is achieving, and by what means they are achieving, is akin to map reading in the dark! Why Should You Be Benchmarking Sales Performance? Because it’s the…
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Overcoming price objections is one of the first things you’d be taught in sales traing. Not anymore. Now we know…we live in enlightened times. Price objections are caused by seller not buyers. So, accept that reality and overcoming price objections becomes a thing of the past. Just don’t create any more price objections. What? Yes,…
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‘My product/service/company and I offer such overwhelming value that what we sell is worth two or three times the price we ask, and I’m going to prove it to this buyer so he understands what he’s getting and what a gift it is…at any price’ This is a savvy sales person’s mindset… Until… …the buyer…
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Sales Management Training Courses courses often conjure up the picture of long courses filled with lots of great theory and knowledge building, folders three inches thick, flip charts and pages of great ideas. That’s great. But how many of those great ideas make it back into the business? How much of that great theory ever…
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Objection handling professionally creates high quality business. That’s a fact and is not going to change anytime soon. Your chances of dealing with objections effectively and securing the order increase dramatically if you understand how the buyer processes information and how you can benefit from how that process works. Objection handling and over coming objections…
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When you’re looking for ways to increase sales, check to see if you’ve got the sales basics in place…running a b2b sales team means constantly checking they’re on course to deliver – here’s your rescue plan if that’s not happening
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How do you know you’re having a sales conversation with your Perfect Prospect Profile? Well, first of all, it doesn’t feel like a sales conversation. It probably feels more like a meeting of minds, sharing wisdom, experience, insights, challenges and testing out scenarios. There is a free flow of information. Interesting, challenging questions on both…
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Sales Value Propositions that fit directly into the absolute needs of your prospective buyer are the key to unlocking a high sales conversion rate and hitting sales quotas. The fastest way to build a Sales Value Proposition for ANY buyer is to use Consultative Selling as the sales method and framework. It’s customer centric, sales question driven and designed to help the sales person perform a full sales diagnostic before writing the sales prescription /sales quote
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The first rule of being a sales professionals is that you achieve sales targets, consistently, ethically and predictably. That’s the basics, just to be in the sales game. But it takes effort. The very best sales pro’s make it look (almost!) effortless. Some get there by sheer hard work, some by talent and most by…
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