React Fast to Sales Coaching Opportunities
Hanging on to low producing salespeople is detrimental to your sales team! Untrained sales managers aren’t coaching reps on a consistent basis. This leads to the manager not understanding why the sales rep continues to turn in a poor performance. The sales manager then reacts to a rep’s poor production… Read More
Become an Effective Sales Manager
When untrained sales managers don’t know how to be an effective sales manager, so they continue to do what comes naturally – they continue to sell. But this leads them to spend more time with their top salespeople, who are working on the biggest deals, which leaves the rest of… Read More
How to Resolve the Customers Fear of Buying
The role of the Therapist in sales is to understand and resolve the buyer’s fears. Here is the Therapist’s Four Step Treatment Process to help the customer work through the fear of buying: 1. Be sensitive and observe 2. Explore concerns 3. Empathize with feelings 4. Discuss alternatives You cannot… Read More
Sales Training for Great Sales Proposals
When was the last time your company took a hard look at your sales proposals? The value your company provides to customers likely changes over time. Has your sales proposal changed, too? Does your sales proposal persuasively communicate that you are the preferred solution provider in your marketplace? At TopLine… Read More
Change Your Sales Approach
Spend less time trying to close the sale — and more time positioning your solution as the customer’s best choice. If you don’t know by this point in the sales process at least three reasons why your customer should buy from you — reasons that have been connected to explicit… Read More
