5 Star Selling

Are Traditional Customer Relationships Overrated?

5 Star Selling

I recently read an article by another Sales Trainer saying that “traditional relationship building is overrated” and clients or potential customers don’t need more “friends”. I couldn’t disagree more. In my view developing relationships builds trust. Unless you are involved in a quick one time sale (and I think fast relationship building is important there as well) continued trust between buyer and seller is paramount to developing ongoing business.

Selling with Integrity

5 Star Selling

I credit a lot of my selling success to the fact that I tried constantly to sell with integrity. Situations where you stray from that approach will eventually take a toll on your own attitude and create other problem issues and your selling will suffer. What does selling with integrity mean? There are several things. It means being honest about your services or products.

Tune up Your Selling Skills

5 Star Selling

Often salespeople who have been selling for several years will find themselves becoming complacent and doing the same things over and over again. They end up going through the motions and sometimes it works and often it doesn’t. And even some new people fall into that rut very quickly. It takes real effort to make changes and refresh your skills or take on new ones. If this is something that happens to you from time to time, I would recommend a few approaches.

The Relatonship Between Price and Benefits

5 Star Selling

If you are selling a commodity (Product X vs Product X) it generally comes down to price and if that’s the same you have to sell the attributes and service of your company. If price is the objection, one normally has to be competitive and then go through the other things. If selling Product X vs Product Y, your sales people need to know the comparative benefits of your Product X in the specific situation the product or service will be used, especially if there are many of them.

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Top Companies Attract Top Talent

5 Star Selling

I was recently reading a blog posted by business strategist John Spence that talked about how companies attract top talent. Of course he was referring to talent for many different positions, but I thought the same company attributes would attract top sales talent as well. He listed the following. Fair Pay. Being paid approximately the same for the same job or work at other companies. Challenging work. Top performers want work that engages them and uses their skill sets. Cool Colleagues”.

Negotiation, Don’t Give the Store Away!

5 Star Selling

In your sales career, you will be faced with opportunities or situations where negotiation is called for. You may be putting a deal together, working out a solution to a problem, or something will come up that highlights a difference of opinion between you and your customer which needs to be resolved. Negotiations may involve something as simple as a discussion of whether or not you need to meet a competitive price for a future or current sale.

Check Your Attitude

5 Star Selling

Do you have a winning attitude? You should know that your attitude can make the difference in success and failure. If you don’t think you can achieve something you probably can’t. So how can you develop a positive and winning attitude? Associate with others who have a positive attitude. Their enthusiasm, optimism, and “Can Do” spirit will rub off. Eliminate the negatives in your life and accentuate to positives.

In a Slump….Check Your Fundamentals

5 Star Selling

What do the athletes do when facing a slump? They start by making sure they check the fundamentals to make sure there are no problems there. The same should be true for sales professionals that feel they are no longer on top of their game.

Calling With Management

5 Star Selling

Management can help you reach top people and other important people at your accounts. This practice is referred to as “calling in depth,” so you will still be hooked in if your primary contact is transferred or moves to another company. They can help with continuity at the account when you are new. They can help you develop relationships you might not have been able to achieve on your own, which can pay big dividends when negotiations are needed or problems occur.

Take Notes or Not?

5 Star Selling

I believe taking notes is very important (even though I had a good memory) so I found a pretty foolproof method to do that on sales calls. I came into every sales calls, even first-time calls, with a series of things I wanted to cover and I had the list on my Day-Timer, PDA, or Tablet, and laid it out on my lap or on the edge of the desk so the contact could see it.

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In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Use Your Time Effectively

5 Star Selling

Have you ever gotten to an appointment early or the contact you were going to see is delayed and you end up sitting around waiting for a while. Why not, if you can do it without disturbing them, spend a few minutes chatting with the receptionist or other people who may be in the surrounding area. Sometimes you can pick up a lot of good information from those folks. And in small companies, these people may wear several hats and even be involved as buyers or gatekeepers.

Focusing a Sales Call

5 Star Selling

Someone asked the question “How do you focus your prospect when a sales call is getting away from you? Once you see that things are disintegrating and going everywhere (and nowhere), I think one of the best techniques is to regroup and say something to your prospect like “We seem to be trying to cover too many things at once.

People Buy From People

5 Star Selling

Everyone’s heard the phrase “People buy from people”. It may seem simple and obvious, but what does that really mean? In face to face selling it means that the salesperson’s attributes are some of the most important factors in selling the customers they encounter. Is the salesperson likable? Is their personality appealing or is it abrasive, obnoxious or in some way off-putting.

Think Win-Win

5 Star Selling

Negotiating can be a tough skill to master, but when negotiating the best result is usually a win-win solution. This is not always achievable, but a win-win result leaves both parties feeling good and sets the stage for continuing future business. One of the best ways to achieve this kind of solution is to try to cast yourself and the other party on the same side of the problem so that you are working together to resolve the issue in a satisfactory manner.

Record Creative Ideas

5 Star Selling

As a salesperson you will often encounter situations that will give you creative ideas about how to respond. Record these ideas as they occur and encourage management to include a “creativity session” during the sales meetings where your ideas and those from other salespeople can be shared with the group. Your “group knowledge” will expand significantly as these sessions are continued. Lee Davis. Blog Sales Insights

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

Treat Everyone with Respect

5 Star Selling

Treat everyone in your customer’s organization with respect, from the receptionist to the president. People learn what you are like by watching how you treat those who cannot necessarily help you. To help you with this, realize that they have their own skills and talents and can do some things better than you. Respect them for it. Lee Davis. Blog Sales Insights

How to Boost Your Credibility at a Trade Show

The Sales Heretic

A trade show is a challenging sales environment. You don’t have the natural advantages you have when talking with a prospect on your own turf. Your competition is everywhere. And all the exhibits look so similar. How do you stand out and effectively compete?

The Race for AI-Driven Sales Success Starts Now

Sales and Marketing Management

Author: Anil Kaul Co-Founder and CEO of Absolutdata Artificial intelligence — AI for short — is already changing the world in countless ways. Millions of people use devices like Amazon Echo and Google Home to find out more about products and services they need or to control their home environment.

Do You Care About the Wrong Thing?

The Sales Heretic

You have an amazing product or service. It’s awesome. It’s the best on the market. It’s unique. It has the most features and benefits. It has the longest and most comprehensive warranty. And it’s the best value. Naturally, you love your product or service. You’re proud to sell it.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Who Are We Fooling?

The Pipeline

By Tibor Shanto. A bit of fantasy is good for the soul; it would hard to get through days and projects if not for a little mental cheating and false illusions; it is entirely another to base your own or your company’s future on it. Stats – The Drug of Choice.

Where Can You Find the Best Salespeople?

Understanding the Sales Force

Maybe you drink the finest wines, stay at the most luxurious hotels, dine at the best restaurants, purchase the best brands and drive the fanciest cars. Or not. Either way, you'll at least want to know where you can find the best salespeople in the world, right?

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Which 4 Sales Competencies Best Differentiate Top from Bottom Salespeople?

Understanding the Sales Force

The difference between great salespeople and weak salespeople has been debated for years. The articles in my Blog typically address these differences with science and data to support to my position.

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How a Sandwich Can Transform Your Business

The Sales Heretic

Let’s say you own a restaurant. And let’s say on your menu you have a Reuben sandwich. The Reuben is a classic, which is why it’s on the menus of approximately 98.7% of all restaurants. And therein lies the problem. If I’m in the mood for a Reuben, I can go literally anywhere to get [.].

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Sell More by Giving Things Away

The Sales Heretic

The most powerful four-letter word in sales and marketing is “free.” Everybody loves getting something for nothing. And giving things away can be an extremely powerful sales tactic.

Salespeople With This Weakness Score 47% Worse at Reaching Decision Makers

Understanding the Sales Force

A lot of the salespeople I coach have a weakness in their Sales DNA - their need to be liked. Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency.

Our Dreamforce 2018 Recap

John Barrows

With Morgan, Lucas, and John attending Dreamforce last week, we wanted to all share our perspectives from Morgan’s second time attending, Lucas’ first, and John’s countless time at Dreamforce. In no particular order, here are our top takeaways from Dreamforce 18. The power of voice.

Help me! (Really)

Sales 2.0

We sales people have evolved. We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. But as it goes with good ideas, content is getting overused.

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How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Five Types of Questions to Ask Prospects

The Sales Heretic

The single best thing you can do with a prospect—at any point in the sales cycle—is to ask them questions. If you ask enough of the right questions, your prospect will tell you everything you need to know to make the sale.

Where Politics & Business Collide: Political Donations of B2B Decision Makers

DiscoverOrg Sales

As the 2018 midterm election cycle heats up, demographic research and new insights about American voters has never been more in demand.

Call low

Sales 2.0

I used to do it. I would get to the office extra early and I’d start dialing before 8AM. I wanted to become a rock star sales dude and I was mentored by my boss that the trick was to call CIOs (Chief Information Officers) early in the morning.

ATTENTION: The New Sales Currency

MTD Sales Training

Years ago, when the first bartering started (thought to be in the Middle East), metals were used as symbols to represent value stored in the form of commodities. Currency became recognised as stores of value, and traded between market traders and, eventually, nations.

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Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

The Top 12 Factors that Cause Delayed Closings and What to Do About Them

Understanding the Sales Force

Over the past 3 months, my wife and I have been up and down the east coast driving our son to and from baseball tournaments and college showcases. Invariably, each drive back home has taken twice the time it should have because of road construction.

How to become a rich sales geek

Sales 2.0

Testing is for marketing not sales. Does that sentence seem logical to you? It doesn’t to me. The more time I spend in sales and marketing, the more I see overlap between these areas.

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Eleven Ways to Boost Your Presentation Skills

The Sales Heretic

Whether you’re a salesperson, executive, or business owner, presentation skills are vital to your success. But presentation skills are rarely taught in school, and too many companies don’t invest in such training for their people.

Question-Based Selling Is Only As Good As the Questions Being Asked

Connect2Sell

What makes a good question? In sales, some would say a good question is one that is prepared in advance. Some would say a good question is one that swiftly leads the buyer toward the close.

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Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!