Identify Client Expectations in Sales
Cure questions help you identify your prospects’ expectations of value. In other words, is the solution you offer, and its associated cost, worthwhile in the prospects’ mind? Have you demonstrated need and built sufficient discontent within the prospect to justify the cure? Examples of Cure Questions: Suppose you could (fill-in-the-blank)…. Read More
Anticipate the Performance of Your Sales Team
Here’s a common scenario being played out in hundreds of corporate offices every day. A salesperson suffers a bad month, so in swoops the sales manager. The necessary sales training and encouragement is given and voila! – the sales rep is sent back out to reverse their fortunes. But is… Read More
TopLine Leadership’s COACH Sales Model
At TopLine Leadership, our coaching model actually is in the form, in the acronym, the word coach: C-O-A-C-H. At the center of the process is Commitment. It’s commitment both on the sales manager’s part and also on the sales person’s part as well. That’s the center focus. If we don’t… Read More
What are your Sales Coaching strengths
What are your Sales Coaching strengths? Areas to improve? There’s something I want you to do: define what your sales coaching strengths are, and what coaching areas should you improve? Next, I want you to tell one other person in your organization, two of your coaching strengths, two things that… Read More
3-Day Sales Training Seminar
We are now offering a 3-Day Sales Training Seminar! This sales seminar will help you Sell More & Sell Faster. By attending our sales training seminar, salespeople will sell more profitable solutions and increase their win-ratio. Our sales training programs are designed to help your sales team to think and… Read More
Sales Training: The Architect
“The best way to predict the future is to create it.” Peter Drucker As the Student you studied the changes affecting your prospects. This was during the Need stage of the Buy-Learning Process. Then, as the Doctor, also during this Need stage of customer focused selling, you diagnosed “little problems”… Read More
Creating Urgency in Sales
Selling is the process of uncovering urgency, and defining it, in the mind of your customer. The more momentum you generate early on in the process, the greater the probability that you’ll make a sale.... Read More
Using Concessions Effectively in the Sales Process
Concessions are an essential negotiating tool, but use them wisely. Consider the future impact of potential concessions. Today’s concession becomes tomorrow’s customer expectation. So don’t give away the store today or you’ll have nothing to give tomorrow. Make sure you get a concession for every one you give. Instead of… Read More
Anticipating Fear in the Selling Process
Occasionally, buyers skip the Fear step altogether. In fact, this is the only step of the buy-learning process that may not occur. If your customer is fearless, it’s time to celebrate! Very likely you will proceed directly from the sales presentation into a negotiation of terms. However, today most customers… Read More
Sales Tip: Include Criteria from all Decision Makers
When doing your competitive analysis, be sure to include criteria that reflect the requirements of all decision makers on the Complex Buying Team—operational requirements of interest to users; compatibility information of interest to the Integrator; purchase price and full lifecycle costs for the ROI Authority, and so on.... Read More
