Sales Training Connection

APRIL 13, 2012

Personal Value Propositions for Sales Reps. Winning in B2B sales means doing a better job helping customers arrive at a more comprehensive view of their needs and more compelling views of your solution. In short, it is about formulating and delivering superior value. Because of global competition and advanced manufacturing technologies, it’s becoming increasingly difficult to sustain a competitive advantage by product alone.

Competition 124

Competition Sales Coaching Training Coaching 124

Sales Training Connection

APRIL 9, 2012

Selling to new physiciansLike many others, we've written about how physicians increasingly are becoming cost conscious - especially as more and more doctors find themselves hospital employees - either through purchasing practices or assuming hospitalists positions. But the number of existing physicians who are truly cost-conscious is up for debate.

Health Care 120

Health Care Face-to-face Training Resources 120

Sales Training Connection

APRIL 13, 2012

Sales Tips. Opening does not take long, but how you start often determines how you finish. So although there are no magic words, you do need to think about it. Three specifics stand out – you should determine how you would: Create initial rapport. Gain agreement on the purpose of the call. Establish the customer’s permission to ask questions. As is usually the case, there are some common mistakes – Opening mistakes are relatively easy to overcome if you just keep them front of mind.

Sales 114

Sales Training Relationals Research 114

Sales Training Connection

APRIL 9, 2012

Successful sales peopleSales coaching. Recently we published a blog framed around the idea that if you wanted to get coaching right, three fundamental questions need to be answered – what to coach, how to coach, and who to coach. In that blog we focused on the “who to coach” question. This time around we thought spending a little time on the “what to coach” part of the equation might be useful.

Coaching 111

Coaching Decision Maker Survey Construction 111