Sales Process Management

In examining the various styles of salesmanship, it can be seen that there has been a major shift over the past few decades from the used car salesman or slick stockbroker approach, which can be expressed as “hook ‘em, get the money…and run,” to a more consultative style.  This style relies less on overwhelming the … Become A Trusted Advisor by Using a Consultative Sales Process

Handling prospects often requires a consultative sales process. This is a needs-based approach that requires a strong relationship between the sales person and the prospect. This relationship must be built on trust and that can often be a difficult commodity to come by in today’s marketplace. In order to build trust with your prospects, you … 5 Easy Ways to Build Rapport With Your Prospects

If you are noticing that your sales numbers are lagging, or you just can’t seem to meet your goals, it is vital to take a look at how you are selling and how you are handling your prospects.  Thoroughly researching your prospects is a necessary part of sales process improvement. Let’s take a look at … Research Your Prospects to Improve Your Sales Process

Hi Sider, I have provided you with the page title. Can you please create a meta title for it? Page Title: “Know When to Close: The Importance of the Buyer’s Shift” Sales training often concentrates on the beginning of the sales funnel, stressing activities such as marketing, prospecting and presenting. Some even get as far … Know When to Close: The Importance of the Buyer’s Shift

Account servicing might be looked at as simply a time consuming, unproductive activity by both salespeople and their managers, unless a major fire has to be put out to prevent an account from being lost. After all — as most top sales trainers teach — the top money making activity is actively selling, not doing … Three Ways to Leverage Account Management to Develop More Business

A 2011 survey of 80,000 business customers performed by H.R. Chally Group indicates that the most important factor in choosing a vendor for their purchasing solutions is the salesperson’s competence. This tops the suitability of the offering, product quality, and price, and indicates that any sales process improvement is very worthwhile. Research reveals, however, that … The Importance of a High-Quality Sales Process in Driving Sales

One of the basic truisms used in training sales people to develop a consultative sales process is “sell people how they wish to be sold, rather than the way you want to sell them.” This requires, for some, a dramatic shift in how they view the sales cycle and, even more fundamentally, how they communicate … Listen to Improve Your Consultative Sales Process

Knowing what sort of personality you are dealing with has an impact on your sales process. Understanding how to approach different personalities requires an assessment on your part, and that assessment will drive your choices when it comes to communication, style, and timing. Just as there are no two snowflakes that are alike, people are … Personality Types: How They Impact Your Sales Process

You’ve done your research and learned about your prospect’s company and their needs. What else can you do to prepare for your meetings? Using a little psychology with your sales process steps is something to consider. Understanding what type of personality you’ll be dealing with can mean the difference between a struggle for closing, and success. Last week we introduced you to the Driver … Assessing Buyer Personality as Part of Your Sales Process Steps

Your sales training has helped you to identify your company’s products or services, and to craft a solid, persuasive argument. Is this enough to make you a truly effective sales person? There is one part of the equation that is often left out, and that is reading people. Understanding, and being able to tailor your approach to different … Assessing Buyer’s Personalitites, What Your Sales Training May Not Have Taught You