Sales Training Tip #6
Don’t “pitch” differentiators that have no connection to customer needs. Pick your company’s top five differentiators, and mention typical customer problems those differentiators solve when you talk to a prospect. See where you get a strong reaction. For a differentiator to become a competitive advantage it must be connected to… Read More
Sales Training Tip #5
If you are brought into the customer’s buying cycle late in the game, try to diagnose a need that your competitors have missed. Coming into a sales opportunity late means you have a lot of catching up to do. All of the customer’s thinking will have been shaped by the… Read More
Sales Training Tip #4
Go down the corporate ladder before going up. Have you been taught to get to executive-level decisions makers as quickly as you can? That’s not bad advice… unless you go there with nothing interesting or important to say about the customer’s business! Going down the organizational chart to talk to… Read More
Sales Training Tip #3
Always seek to identify a second customer need. Why? The first need a customer mentions is likely something they think they understand (even if they don’t). By getting them to think about additional needs, you’re nudging them out of their comfort zone. By uncovering a second need the customer will… Read More
Sales Training Tip #2
Don’t just dance with the one who brung ya! Most major purchasing decisions these days are made by a team of people. You can hit a lot of speed bumps if all your knowledge comes from only one customer contact. Identify all the decision makers on the buying team. Ask… Read More
Sales Training Tip #1
Avoid talking too soon about your solution. That just gives your competitors an edge because the customer is likely in the middle of their buying process. Essentially, you reach the end of your sales process just as the customer arrives at the point when they start comparison shopping. Instead, early… Read More
Sales Training for Success
It’s becoming harder and harder to differentiate yourself based on what you sell because products and services are becoming increasingly alike. Today’s most successful salespeople and organizations know they need to stand out based on how they sell. Salespeople who slow down each sales conversation end up spending more time… Read More
Sales Training To Value Your Solution
Are your customers undervaluing your solution? I’ll assume that you set a fair price for the solution you offer to your customers. If they spend a lot of time trying to negotiate that price down, then the real issue may be that they don’t value your solution enough. That’s a… Read More
New Sales Training Program
TopLine Leadership Releases New Slow Down, Sell Faster! Sales Training Program TopLine Leadership is releasing a new sales program based on their groundbreaking sales model that teaches sales people how to get in sync with customer buying. Slow Down, Sell Faster gives salespeople an easy-to-use model for adjusting their sales… Read More
Sales Training For Success
Keep close contact with the customer, especially when they are in a comparison mode (evaluating solutions from multiple vendors). If you are asked to deliver a proposal or presentation, the odds are high that the customer is asking other vendors as well. Talk to your sponsor ahead of time to… Read More
