Consultative Sales Process

Looking for an easy way to grow your business? Want leads that are already informed about your company and ready to buy? Look no further than the power of referrals. In today’s competitive business world, you need every edge you can get and having prior customers recommend your product or services will provide you with … Sales Training Skills – Growing Your Business by Referrals

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!

The lifeblood of every sales style, including consultative selling, is having a steady flow of prospects in order to build a pipeline of potential closings.  Without continuous prospecting, even leading companies will suffer from stagnation as customers are lost to competition, macroeconomic conditions, or other factors. Here are five prospecting tips help develop leads using … Prospecting for Dollars – 5 Tips to Generate a Steady Stream of Leads

During sales training, one adjustment that often has to take place in salespeople is to reduce the amount of time spent talking and increase the amount of time spent listening. Through listening, we find out about the prospect and her business, and determine the best way to address her concerns with our offerings. In every … How to Ask the Right Questions to Overcome Sales Objections

Many hopeful men and women become involved in sales work with visions of closing big deals and earning top dollars. Unfortunately, a large number of them never realize these dreams. It is estimated that the sales profession experiences a 30 percent annual turnover, according to a 2011 Harvard University study of 100,000 business to business … Optimize Your Sales Process with Courage

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

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

Success in sales is largely determined by the actions taken on a daily basis, and these in turn derive from a blend of the salesperson’s knowledge and attitude.  Basic attitude directs how situations are approached and is probably the single largest factor in whether a salesperson does the effective thing or sits idly by while … Customer Complaints are Sales Gold – Use Them!

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