Sales Training Connection

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Asking questions – four traps to avoid

Sales Training Connection

The research has consistently shown that in successful calls the buyer talks more than the seller and the seller ask more questions. ©2012 Sales Horizons, LLC. Asking questions. Because of these findings, asking questions is recognized as a fundamental sales skill. One step on the journey to excellence is avoiding avoidable traps.

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Sales tip – opening

Sales Training Connection

It is a well-established research finding that in successful calls the buyer talks more than the seller and the seller ask more questions. ©2012 Sales Horizons, LLC. Starting with your Product. “I I wonder if I could just take a few minutes to talk with you about our new…” No matter what happens next you’re probably in trouble.

Sales 114
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Why colleges ought to get serious about sales – the story continues

Sales Training Connection

The authors reported a couple of points that were worth highlighting for the ongoing discussion: Research conducted by DePaul at a major industrial manufacturer indicated that among sales personnel hired over a 10-year period, those coming from sales education programs hit the break-even point in their territories 30% faster.

Hiring 112
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It’s time to academically legitimatize Sales

Sales Training Connection

It’s hard to estimate the percentage of 2011 graduates that found employment in sales because no definitive research has been done on that specific question. If you look back five years there were about two dozen colleges offering certified programs in Sales – in 2012 that number is closer to 50. ©2012 Sales Horizons, LLC.

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Storytelling – another best practice for sales success

Sales Training Connection

Make the story make a point – Have well-researched, provocative viewpoints about the story that relate to the customer’s environment. ©2012 Sales Horizons, LLC. Leave the jargon at home – translate the story into language familiar and relevant to the prospect.

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Sales tip – open and closed questions

Sales Training Connection

Research consistently shows that in successful calls buyers talk more than the sellers and the sellers ask more questions. ©2012 Sales Horizons, LLC. Sales Tips. So, no other skill set has received more attention in sales training than the art and science of asking questions. Technorati Tags: Asking questions , closed questions.

Closing 130
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Post Consultative Selling

Sales Training Connection

If you go back in time, a key event that help Consultative Selling emerge was the research done by Neil Rackham’s Huthwaite Research Group which was subsequently turned into the all-time best seller – SPIN Selling. The research provided the credibility and the book provided the how-to. ©2012 Sales Horizons, LLC.