Business Growth

An area where consultative selling excels when compared with impersonal, transactional sales is in handling objections. As the consultative selling process establishes a relationship and seeks to build trust before asking for the business, salespeople using this approach are more likely to successfully overcome common stalls and fear in prospects than those trying to “hard … What to do When Your Product is More Expensive than the Competition

Professional Sales coaching teaches a lot of valuable skills which enable a salesperson to take a prospective buyer from unfamiliarity with a product or service all the way to a successful close. The major skills in a salesperson’s repertoire include qualification, presentation, handling objections and closing, but there is another skill which should be taught … Avoiding Buyer’s Remorse

If you have been selling for many years, the following will probably be old hat to you. However, if you have recently joined the sales profession, or you are a veteran who needs to improve his closing percentage, then the following will be one of the most important sales closing techniques you will ever learn. … The Importance of Silence During a Close

A significant amount of time, effort and money is wasted annually by sales organizations in recruiting, sales coaching, and eventually losing individuals that, while seemingly good candidates at first, never really had the “right stuff” to achieve lasting sales success with their companies. While some of this has to do with a mismatch in culture, … How to Find Competent Sales People

A  company’s sales process management needs to address all steps in the sales cycle, including those which occur well before the appointment, in order to qualify its sales process as a thorough system. Handling gatekeepers is one of these steps — an art form that is not stressed enough. Gatekeepers are defined as the assistants, … Gatekeeper: Friend or Foe — It’s Up to You

Of all the objections that salespeople are hit with, the one that seemingly causes the most trouble relates to the price of their offerings. To inexperienced sales staff, phrases such as, “it costs too much” or “we can get it cheaper elsewhere” seem to be solvable only through price reductions, which take a chunk out … Overcoming the Dreaded “Price” Objection in Sales

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

Of all the objections that salespeople are hit with, the one that seemingly causes the most trouble relates to the price of their offerings. To inexperienced sales staff, phrases such as, “it costs too much” or “we can get it cheaper elsewhere” seem to be solvable only through price reductions, which take a chunk out … Overcoming the Dreaded “Price” Objection in Sales

Sales coaching is a fluid, dynamic field that needs to be responsive to both changing technology and the mercurial tastes and sophistication of buyers. Despite the constant refinement of techniques necessary to be successful, there are several basic truths in sales that have always held true, and will always hold true, no matter what is … The Five Deadly Habits that Kill Sales