Every sales manager runs sales training to help the sales team develop the skills and techniques to implement their sales strategies. These posts can help.
by Ken Dooley
Value-added selling means taking the initiative to proactively look for ways to increase the value of your products or services, as well as yourself, to the customer.
The possibilities of creating value are limitless.
For example, you could:
Whether you’re doing a full-blown sales presentation or a small soft sale over the phone, here are six things you should never say to customers.
Some of them suggest you came into the situation unprepared, others show you don’t respect the customers’ time and patience, according to sales expert Kevin Eikenberry. But all of these are things that can kill your credibility with customers.
Some executive-level customers aim to intimidate customer service or sales professionals just to maintain an upper hand in business relationships. But you can get your point across and build credibility in those situations via three steps.
by Ken Dooley
One characteristic of winners is they always look upon themselves as a do-it-yourself project.” Red Auerbach, the great coach of the Boston Celtics, was talking about athletes when he made that remark, but it has particular significance for salespeople.
Do-it-yourself salespeople refuse to accept the status quo, no matter how good their numbers look. When they reach one goal, they set a higher one. When they feel a slow down, they reinvigorate themselves by finding new leads.
by Ken Dooley
Have you ever watched a sporting event live or on television and seen the impact of confidence? A team of lower skill can defeat a team of greater skill if its confidence is significantly higher.
Confidence is even more critical in sales. The sales professionals who have the most confidence will often walk out the winners in a competitive bidding situation, even if their price is higher or their product is not superior.
The opposite is also true. They may have the best product in the world, but if they approach their prospects with low confidence, the sale may die.
All veteran sales managers have one thing in common, according to new research.
A study by the Sales Benchmark Index shows that at some point, every supervisor has regretted promoting a great salesperson into management.
While there are a lot of sales pros who are also great leaders, in some cases, managers find promoting superstars into management:
by Ken Dooley
Salespeople have been warned for years about the economic impact of losing customers. With the advent of the Internet, there are five new hidden costs that should be considered, according to Kyle LaMalfa, a sales consultant:
by Ken Dooley
What makes a good salesperson? One expert, John Graham, explains what’s worked time and time again for others.
by Ken Dooley
Increased competition and instant access to competitive pricing have put today’s prospects in a position to expect more.
Management has responded by focusing more on prospect-related training and less on product-focused training, according to a recent survey by Sandler Training (Orange Mills, MI).
Here are three key areas the survey pinpointed that you may want to share with your salespeople.
