How Do Your Customers Buy
I’ve been delivering sales seminars for more than 20 years and had a decade of sales and sales management experience before that. When I ask salespeople to tell me how they sell, they rattle off the steps of their sales process. When I ask how their customers buy, they’re stumped…. Read More
Sales Training
Sales Management Training Seminar Dates
Does your company have one or more sales managers who would benefit by learning new skills to develop an elite, hi-performance sales team? Seats are still available for our next open enrollment Sales Management Leadership workshop. Our next Sales Management Leadership Seminar is June 8-9, 2011, at the Peppermill Hotel… Read More
Excerpt from the Sales Book Slow Down Sell Faster
Recently I was retained by a regional VP of sales for a large financial institution to evaluate the effectiveness of his team’s sale of investment advisory services provided to high-net-worth customers. He asked me to be a “mystery shopper,” and at his request, I met with one of his salespeople… Read More
Sales Training Tip for In Person Cold Calls
For years, I recommended doing in-person cold calls because I personally found them very effective. But times have changed and in-person cold calls absolutely do not work in many settings because of security measures. Often you will simply not be able to get in the door. However, if your “beat”… Read More
Slow Down Sell Faster Book Reviews
Amazon.com Top 500 Reviewer: John Chancellor says… “In a number of ways this book takes a counterintuitive approach to selling. But as you read and understand the concepts behind Slow Down, Sell Faster you realize this approach is much more effective. The book is extremely well written and very easy… Read More
Selling Tactics for Business to Business Sales
It’s important that you not jump into talking about all the selling points of your product or service. The temptation to jump ahead is so tempting that I want to emphasize again it’s still too soon to begin “the pitch.” Until you have helped your customer define an effective solution… Read More
Look for Signs that a Decision Has Been Made
Salespeople tend to be very optimistic. When a customer calls, it’s natural to be excited about the opportunity, but keep your eyes open for signs that your potential client isn’t as interested as he seems. A customer who is truly interested in your company will be open to working with… Read More
Goals in Business to Business Sales
When attempting to diagnose prospects’ needs, many salespeople make the mistake of asking questions to uncover only problems; that is, they look exclusively at what has already happened. Salespeople who look only for problems are like drivers who look only in the rearview mirror. They are not focused on where… Read More
Protect Your Sales Relationships
Losing your most profitable sales relationships is a concern for every professional. To protect this relationship, you must help your customers identify realistic and observable indicators of your solution’s value. If you don’t, you’re linking your personal success with dozens of factors that are totally out of your control. The… Read More
