Consultative Sales Process

Salespeople are in the fortunate position of being in an occupation where their own wits and determination determine their pay amount, as opposed to non-commissioned workers that are at the mercy of unchanging hourly or weekly rates. Maintaining this freedom, however, requires continuously updating their knowledge and skills as part of the sales process management … Sales Training Skills: Ghosting Discriminators – Not Spooky, Just Effective

Social media’s continued growth indicates it has passed the “fad” stage and is now a fixture in the marketing landscape. Some B2B sales organizations have been slow to develop social marketing strategies, and rightfully suspect the call of some gurus to abandon traditional outbound sales tactics. While social marketing enjoys certain benefits over traditional outbound … How to Use Social Media in Your Consultative Sales Process

Selling to C-level executives is a high-stakes, competitive endeavor that can provide years of revenue for a company and a lucrative stream of commissions to salespeople skilled enough to master this arena. The difference between selling to a typical corporate buyer and a corporate executive is that the buyer is usually trying to protect their … High-Dollar Sales – How to Sell to C-Level Executives

Marketers have always sought every advantage possible in order to drive buying behavior, including studying psychology and attempting to apply that knowledge to sales training and development. One misfire in the past was the notorious subliminal marketing fad of the 1960s and 1970s, where hidden messages were placed in print, TV and theatrical ads in … Neuromarketing and the Mindset of Top Salespeople

One item that salespeople need to appreciate more than professionals in other careers is the value of a good first impression. Although stereotypes can be considered a negative thing, the truth is that in practical life we are all judged by others within seconds, even if unconsciously, as to our background, trustworthiness, and professionalism simply … Sales Training Skills – Make a Positive First Impression (and More Money!)

Salespeople are in the fortunate position of being almost fully in control of their earning power. While external factors, such as a recession, competitors, and government regulations do of course play their parts, in reality fortunes are made in sales even when those conditions are present. The difference in those that make the big money, … How to Make More Money Using a Formal Sales Process

Sales can be a tough profession, full of pressures from management seeking to drive revenue, difficult customers, and income woes if there are insufficient closings in any given month. It is no wonder a 2011 Harvard University study reports that roughly 30% of the nation’s sales force quits every year. Despite these challenges, salespeople employing … Improve Your Attitude – And Your Closing Ratio!

During sales training, one adjustment that often has to take place in salespeople is to reduce the amount of time spent talking and increase the amount of time spent listening. Through listening, we find out about the prospect and her business, and determine the best way to address her concerns with our offerings. In every … How to Ask the Right Questions to Overcome Sales Objections

In sales, external factors are less important to success than the actions performed by a salesperson. Meaning: even in a bad economy, with a high price-point and perhaps even an inferior product to the competition, salespeople can still win if they become extremely competent and knowledgeable about their tools and products. However, one external factor … 3 Tips to Overcome Negative Perceptions of Your Company or Product

In examining the various styles of salesmanship, it can be seen that there has been a major shift over the past few decades from the used car salesman or slick stockbroker approach, which can be expressed as “hook ‘em, get the money…and run,” to a more consultative style.  This style relies less on overwhelming the … Become A Trusted Advisor by Using a Consultative Sales Process