If you are reading this, you are likely trying to put together some kind of solution to your firm’s corporate sales training issues. With so many options, it can be tough to know where to start, so consider this a short primer on the important facets to keep in mind when designing a top sales … Easy Tips for Designing a Top Sales Training Program for Your Company
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sales process improvement
Handling prospects often requires a consultative sales process. This is a needs-based approach that requires a strong relationship between the sales person and the prospect. This relationship must be built on trust and that can often be a difficult commodity to come by in today’s marketplace. In order to build trust with your prospects, you … 5 Easy Ways to Build Rapport With Your Prospects
If you are noticing that your sales numbers are lagging, or you just can’t seem to meet your goals, it is vital to take a look at how you are selling and how you are handling your prospects. Thoroughly researching your prospects is a necessary part of sales process improvement. Let’s take a look at … Research Your Prospects to Improve Your Sales Process
The sales process involves many steps, from quantifying and qualifying leads, to building a relationship with your prospects and determining their needs. Once these things are accomplished, the final step of the process, making the sale, will hopefully occur. But what can you do for sales process improvement within your organization? While there is no … Get on the Inside Track – Use Neuro-Linguistic Programming to Improve Your Sales Process
Success in sales is largely determined by the actions taken on a daily basis, and these in turn derive from a blend of the salesperson’s knowledge and attitude. Basic attitude directs how situations are approached and is probably the single largest factor in whether a salesperson does the effective thing or sits idly by while … Customer Complaints are Sales Gold – Use Them!
Account servicing might be looked at as simply a time consuming, unproductive activity by both salespeople and their managers, unless a major fire has to be put out to prevent an account from being lost. After all — as most top sales trainers teach — the top money making activity is actively selling, not doing … Three Ways to Leverage Account Management to Develop More Business
A 2011 survey of 80,000 business customers performed by H.R. Chally Group indicates that the most important factor in choosing a vendor for their purchasing solutions is the salesperson’s competence. This tops the suitability of the offering, product quality, and price, and indicates that any sales process improvement is very worthwhile. Research reveals, however, that … The Importance of a High-Quality Sales Process in Driving Sales
One of the basic truisms used in training sales people to develop a consultative sales process is “sell people how they wish to be sold, rather than the way you want to sell them.” This requires, for some, a dramatic shift in how they view the sales cycle and, even more fundamentally, how they communicate … Listen to Improve Your Consultative Sales Process
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