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After a salesperson gets their foot in the door and moves past the qualification stage, she earns her keep depending largely on what she does during the next stage: presentation. It can be said that here is where true salesmanship most shines, as the salesperson must communicate benefits, features and competitive advantages while holding the … “Prove it!” – Smart Strategies for Product Demonstrations

Once salespeople have been trained in the basics of a company’s formal sales process and product offerings, it might be tempting to simply let them out in the field and let them sink or swim. This, however, leads to tremendous waste due to the needless turnover of employees that might have turned into top producers … Understanding the Four Personality Types

One item that salespeople need to appreciate more than professionals in other careers is the value of a good first impression. Although stereotypes can be considered a negative thing, the truth is that in practical life we are all judged by others within seconds, even if unconsciously, as to our background, trustworthiness, and professionalism simply … Sales Training Skills – Make a Positive First Impression (and More Money!)

Sales can be a tough profession, full of pressures from management seeking to drive revenue, difficult customers, and income woes if there are insufficient closings in any given month. It is no wonder a 2011 Harvard University study reports that roughly 30% of the nation’s sales force quits every year. Despite these challenges, salespeople employing … Improve Your Attitude – And Your Closing Ratio!

Successful businesses will strive for growth. Sales optimization will improve if a company’s reach and abilities are not static. For small businesses, growth represents potential in several areas, including increased survival rate, greater profits, and marketplace power. There are many ways to measure growth, with profitability being the leading indicator. Sales, number of employees, and increased … Increase Sales Optimization Through Organizational Growth

In a competitive marketplace, how do you differentiate your offerings from all of the others? You can achieve sales optimization by clearly defining the attributes that make your product or service better, or worth the price. This is known as value-added selling.   Value-added selling is a technique that is a flexible and customized approach. It calls … Sales Optimization Through Value-Added Selling

The numbers say it all. There are millions of people in sales. A recent US census reveals that there were 25 million B2B salespeople. How many of them are top-notch? A Harvard study shows that 4% of the country’s salespeople sell the vast majority of the country’s goods and services. This indicates that roughly one million sales … Top Ten Skills of “Super Salespeople”: Sales Training to Inspire Them

Capturing new business is essential to your company’s success, but it can be challenging and often companies are not well prepared for effectively taking action. Does your sales process support your goals when it comes to bringing in fresh prospects? There are various tactics you can employ to help generate good leads, identify opportunities and … Developing an Effective Sales Process for Capturing New Business

Part of good customer service is to respond well to any complaints. Solving problems is one of the key sales process steps. Fix problems immediately, and customers are more likely to want to conduct business with you again. A good sales person will see a complaint as a chance to create goodwill, and to win … Sales Process Steps to Success: Handling Customer Problems

It’s simple… much like it works for personal relationships, nurturing those that are special requires a small effort, but can yield great results. So consider ways you can nurture your top customer relationships for better sales optimization. The courtship is over, you’ve made the sale, and now you are engaging in an ongoing interaction with … Nurturing Relationships for Better Sales Optimization