Sales Management Program Testimonials
The “overall effectiveness” rating from participants who attended Kevin’s July 2010 Sales Management Program scored 4.75 out of 5, which equates to a rating of 95%. A few comments from program participants include: A Director of Sales for a digital marketing solutions company says: “Kevin kept it lively and engaging…. Read More
Sales Management Leadership Seminar
Join Kevin at the Salt Lake City Airport Hilton January 19-20, 2011 for Sales Management Leadership. A limited number of seats are still available for this session. It will “sell out” at 25 participants. Contact us today to reserve your spot! Custom Sales & Sales Management Training Our most popular… Read More
Manage a Prima Donna in Business to Business Sales
How do you manage a Prima Donna? One thing to think about is how the Prima Donna got that way to begin with. Often we sales managers create Prima Donnas by leaving them alone over many months, taking a “hands-off” style (which is a nicer way of saying a lack… Read More
Satisfy Your Business to Business Sales Clients
Successful salespeople have a common focus. Customers! If you don’t satisfy your customers, your competition will. As a Teacher in sales, you help your customer implement your solution in such a way that ensures maximum value. When you commit yourself to exceeding your customer expectations, you place service above self… Read More
Never Fear to Negotiate in Business to Business Sales
Remember the words of John F. Kennedy, who said, “Let us never negotiate out of fear, but let us never fear to negotiate.” Your goal in selling and negotiating is always to achieve agreements that meet the present and future needs of your customer, your company, and yourself. When your… Read More
Six Questions to Ask in a Business to Business Sales Negotiation
Any time you feel pressure, start asking questions. We’ve developed an effective sequence of questions (below) that can help you explore the thinking behind any demands your customer makes. These questions will also help you gather new information that can put you in a better position to address the customer’s… Read More
Tactics Used in Business to Business Sales
Not all customers practice win-win negotiating. Some buyers use a number of tactics to achieve greater concessions. Sometimes these tactics are just used as ploys to make you feel powerless and other times they reflect the customer’s reality. The skills you have to develop are determining which is which, and… Read More
Maximize Your Sales Potential
To maximize your sales potential, you must work hard at creating satisfied customers. By defining and shaping your customers’ expectations, you create a benchmark against which your customers can measure success. Also, you “freeze” your customers’ expectations, at least for awhile, and prevent those expectations from rising. Finally, you give… Read More
Asking for Commitment in Business to Business Sales
Three Powerful Ways to Ask for Commitment When you’re sure all the issues have been resolved, ask for the buyer’s business. You’ve earned their trust, helped with their recognition of needs, and proven that you and your solution are best. Chances are, your buyer is waiting for you to ask… Read More
Choose the Appropriate Sales Strategy Early
I’ve seen a lot of salespeople try a Reverse play or start maneuvering for a small piece of the overall solution. Most of the time they fail. Why? Because they wait until it’s too late, until after the prospect has essentially made a decision not in their favor. The way… Read More
