Blog

19
Jul

Selling is a Beauty Contest – Not a Race

Selling is a beauty contest, not a race. Unfortunately, the majority sales reps and sales leaders focus on their goals, their quota and making the numbers in the forecasted time frame, thus creating the sense of a race. This race approach is very seller centric, not customer centric. According to a recent Salesforce.com study, 82% …

Share
14
Jul

Customer Aligned Selling

Customer Aligned Selling Customer Aligned Selling is focuses on aligning your sales process with how the customer wants to buy. It includes understanding how they think, understanding and adjusting to where they are in the buying process. Customer Aligned Sellling is being a buyer’s agent helping them through the buying process, not selling. Customer Aligned …

Share
12
Jul

Relationship Selling is Dead

Is your selling strategy based upon building solid relationships through the sales rep’s likeability factor? If so, you are getting a declining return on the sales rep’s ability to get new business or even maintain existing customers. Most sales reps are very high in the red or relationship quadrant. (Whole Brain Thinking) (Herrmann) They have good people skills …

Share
5
Jul

9 Do Not “Dos” To Improve Your Sales Productivity

Productivity in Selling Tim Ferriss does an excellent job in addressing the habits or “to dos’ that we do that kill one’s productivity. In sales, the temptation is that if you are not answering emails, then you are not being customer focused. Unfortunately, that is not true. Emails start controlling you  and you lose focus, …

Share
23
Jun

20 Causes of Sales Problems

20 Causes of Sales Problems Below are 20 problems that cause VP of Sales and business owners great distress. These mostly sales process issues that result in poor sales. If you are having less than stellar sales results, see if one or more of these reasons are the culprit. 1) Belief that price is the …

Share
17
Jun

How to Reduce Objections- Focus on Building Trust

Reducing Objections Through Building Trust Howard Stevens writes in the book Achieve Sales Excellence that there are 4 key criteria buyers use when deciding to make a buying decision and the percentage weight given in that buying decision. Those are: 1) Sales Rep’s Competence – the ability to build trust and add value – 39% of the …

Share
15
Jun

No Questions – No Sale – Improving the close ratio

No Questions – No Sale – Improving the closing ratio Jill Konrath makes a great point in her latest blog about sabotaging the sale by not asking enough questions. sabotaging the sale A good sales rep relates the product or service features to true business situations. If you are quick to answer the customer’s problem before …

Share
29
May

The Economy is Changing… Are You?

Well, that didn’t last long. Just six years after the end of the Great Recession, another one might be looming right around the corner. The China stock market is in free fall, plunging 47 percent since hitting its peak last summer. Oil prices remain volatile, presenting a significant risk to financial companies. Retailers are struggling, …

Share

Switch User: