Consultative Sales Process

Salespeople are in the fortunate position of being in an occupation where their own wits and determination determine their pay amount, as opposed to non-commissioned workers that are at the mercy of unchanging hourly or weekly rates. Maintaining this freedom, however, requires continuously updating their knowledge and skills as part of the sales process management … Sales Training Skills: Ghosting Discriminators – Not Spooky, Just Effective

Social media’s continued growth indicates it has passed the “fad” stage and is now a fixture in the marketing landscape. Some B2B sales organizations have been slow to develop social marketing strategies, and rightfully suspect the call of some gurus to abandon traditional outbound sales tactics. While social marketing enjoys certain benefits over traditional outbound … How to Use Social Media in Your Consultative Sales Process

Successful companies share one secret – their ability to retain their customers. Instead of looking at each transaction as a one and done experience, they focus instead on building lasting relationships with their clients. With just a few simple changes to your sales process management strategy, you can take advantage of the benefits of high … Sales Training Skills: Customer Retention Secrets

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

One of the first things you will learn as a sales person is the power of consultative selling. Unlike other types of selling, this method relies on providing solutions and acting as a trusted consultant to your client. Once you’ve developed this kind of relationship, the selling portion of the process becomes very easy, in … Sales Training Skills: Become the Problem Solver

You’ve recognized the buyer’s shift and you’re at the closing point…. now what? Remember that closing is simply helping the prospect make a decision. The progression of ideas that both you and your prospect have shared has lead to this moment. Make sure to handle this portion of the sale with the utmost amount of … Our top ten closing approaches

After reviewing over 15 branded sales methodologies, we found that in the spectrum of sales training methodologies, the training is oriented from transactional sales (very short sales cycle times) to very complex sales with long sales cycle times (years).  According to one methodology, you can teach anyone to sell. Perhaps true, but how well? One of the … Sales Training That Will Stick