The sales process involves many steps, from quantifying and qualifying leads, to building a relationship with your prospects and determining their needs. Once these things are accomplished, the final step of the process, making the sale, will hopefully occur. But what can you do for sales process improvement within your organization? While there is no … Get on the Inside Track – Use Neuro-Linguistic Programming to Improve Your Sales Process
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consultative sales process
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
The term “consultative sales process” frequently gets bandied about without much understanding. A salesperson, especially a rookie, might tend to assume that it means to simply adopt some professional-type mannerism and tell the prospect that, as their consultant, they recommend such-and-such product. While adopting an air of authority and professionalism does not hurt, the backbone … Consultative Selling – It’s Not About You!
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
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