Sales Training for RFPs
If you sell to businesses, somewhere during the sales process your prospects may send out a Request for Proposal or ask you to make a formal sales presentation. Here’s an important tip: if the RFP is the first you’ve heard about the opportunity, it means you’re entering the game late… Read More
Create a Unique Sales Solution to Match Customer Needs
If you don’t know your customer’s buying criteria, or if you find yourself guessing, consider it a signal that you haven’t placed enough emphasis on uncovering customer needs. You will have added significant value to your customer’s buying process if they come away with a better understanding of their buying… Read More
Probing for a Second Need in Sales
During a first meeting with a customer, it’s unlikely they will tell you everything going on in their decision process. For all you know, the first need they mention may be something identified by one of your competitors in a meeting the day before! By failing to probe for the… Read More
Why You Should Choose TopLine Leadership for Sales Training
My sales career began 30 years ago selling office equipment for Lanier, something like the “Marine Corps” of business-to-business sales. I’d take the elevator to the top floor of an office building and cold call my way down to the lobby. I was taught to walk into an office and… Read More
Redefine Sales Training
Years ago I was selling an office equipment solution to the CEO of a 100-person company. I was selling to him the way I had been taught: I established comfortable conversation while building trust, asked questions to diagnose his needs, then presented my solution as an answer to his needs…. Read More
Ask Your Current Clients for Business
People who recently bought from you after scouting the competition are a rich source of information. It’s worth talking to them to see what they can tell you about how your product or service compares to the rest of the market. Ask them if they would explain why they chose… Read More
Negotiating Power in the Sales Process
Negotiating power plays a major role in every type of sales negotiation, whether it’s a labor negotiation, political negotiation, or a buy-sell negotiation. Both the buyer and the seller have power in a negotiation. Power is each side’s perception of its strength or weakness in comparison to the other. This… Read More
The Importance of a Common Sales Language
In this time of economic struggle, creating a unified sales force with a common sales language and single sales message becomes imperative if your company is to achieve its goals. When you bring together different sales cultures and levels of sophistication within a newly-merged organization the result is often reduced… Read More
Sales Advice from Lou Holtz
Words of Wisdom from Lou Holtz You must understand they every person you will meet for the rest of your life will ask three questions. Every customer, every spouse and child is going to ask these three questions. It is absolutely imperative that you be able to answer “yes” to… Read More
The True Professional Salesperson
What you are capable of doing is determined by your talent. What you do is determined by your motivation. But how productive you are and how close you come to realizing your true potential will always be determined by the attitude you have. We can’t control what is going to… Read More
