Tag - sales process

29
Aug

4 Sales Training Pitfalls & How to Avoid Them

Winning teams are always looking for ways to improve.  For sales organizations, that means investing in sales training and sales coaching programs. Many such companies who have made the switch to training in Customer Aligned Selling and have seen improvements in their results; though some haven’t seen as dramatic an increase in sales as they …

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15
Aug

5 Ways To Add Value After A Sales Call

Everyone knows we live in a post-trust era.  The days when people trusted others until they gave them a reason not to are gone.  These days, trust has to be earned. But trust is what advances the sales opportunity.  So how does today’s sales rep build the trust needed to succeed with customers? Value = …

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25
Jul

7 Habits of Valued Advisor Reps

Renowned sales expert Neil Rackham wrote what many still consider to be the definitive guide to sales, SPIN Selling.  First published in 1988, this book was the “sales bible” for two decades. But the author now acknowledges that the original edition of the book is out of date.  Many of the techniques it taught no …

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12
Jul

The 2 forces that drive buying decisions – Part 2

If the rear wheel of your customer’s bike is the driving force, or the business reasons, behind why your customer buys (as we discussed in Part 1), then the front wheel is the one that determines the direction in which he will go – whether he buys from you or from someone else.  Here, personal …

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11
Jul

What’s Wrong with Sales Quotas

   Between 2010 and 2013, the greatest emphasis of sales force change was in the area of compensation and quota setting.  That’s according to Mark Donnolo, founder of The SalesGlobe, a sales consulting group in Atlanta.  During those two years, in over 100 large companies that participated in his research, almost every vice president of …

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11
Apr

The Good Stuff In The Middle

At sales meetings, I like to hand out Double Stuff Oreos and watch people enjoy them. At least half the group wants to know where the milk is!  I enjoy seeing how people eat them.  Some eat them whole, and others pull them apart and eat the cream first.  After they have enjoyed their cookies, …

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14
Feb

Dealing With Challenging Buyers: The Antagonist and the Power Broker

In this post, we discussed how to identify the different types of buyers in a complex sale, and how to use the questions they ask to pinpoint what their buying concerns are.  Understanding each type of buyer’s decision criteria is key to winning the business. This can be challenging, even if everyone involved is a …

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24
Jan

Success Stories: What Happens When People Go Whole Brain

In my last post, I discussed the communication problems that arise when a person who thinks one way speaks to a listener who thinks in a completely different way.  The person doing the talking is presenting the kind of information that is important to him, but he doesn’t get his message across because what’s important …

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17
Jan

Connecting With Customers Who Are Hard To Connect With

Have you ever been discussing an idea or explaining something to someone, and – no matter how eloquent you were – had the feeling that you weren’t being understood? Have you ever planned the perfect thing to say to someone, only to have them look at you like you were speaking Latin? Have you ever …

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14
Dec

Dealing With Different Buyers in a Complex Sale

Complex sales where there are numerous decision-makers can be difficult to navigate.  Closing such a deal requires an understanding of the different types of buyers, what their concerns are, and what influences their desires.  It also requires the ability to anticipate, identify, and address the factors each individual cares about. There are three players in …

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