Sales Training Connection
MARCH 7, 2012
Then as she asked questions about the car, the sales person directed all of the responses to her husband. The sales person said, “Don’t you have to talk to someone about that first?” Then, as the sales person began completing the paperwork, he asked if she needed someone to co-sign the lease. ©2012 Sales Horizons, LLC.
Sales Training Connection
DECEMBER 10, 2014
Our colleague, Andy Paul, has just published a new book – Amp Up Your Sales. We thought it was interesting – and asked Andy to share some of the ideas contained in the book in this guest post … Sellers and buyers alike want to accelerate the sales and buying processes. Two Important Value Questions.
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Sales Training Connection
JUNE 4, 2014
Sales Managers. Buyers we surveyed over the years resoundingly report they value salespeople that follow-up – they like salespeople that do what they say they are going to do. The more successful the salesperson, the more likely that they regularly follow-up with buyers in a timely way. ©2014 Sales Momentum, LLC.
Sales Training Connection
JANUARY 15, 2014
The professors constructed six persuasive scenarios and had hundreds of undergraduates read the scenarios and play the buyers role. But the study was about B2C sales. Because of the type of sale and the buyers, the study construct does raise some flags about its applicability to B2B selling. ©2014 Sales Momentum ®.
Sales Training Connection
MAY 7, 2014
Sales Coaching Challenge. Regarding how they buy, a contradiction has emerged that deserves a place on the sales coaching priority list. Let’s take a look at the contradiction and then explore some best practices managers can use to coach their sales teams to deal with the consequences. Establish a sales coaching priority.
Sales Training Connection
OCTOBER 1, 2014
When we surveyed B2B buyers about what was most important to them in a salesperson, a top response was “do what you say you will do” – or in other words, keep your promises. When we probed to find out why, we learn that it was expected that successful sales reps “know what they’re selling.” Simply put, it’s the ticket to the dance.
Sales Training Connection
JUNE 23, 2014
McKinsey’s Yugo Sarrazin and Lareina Yee shared 4 megatrends sales organizations in the McKinsey on Marketing & Sales newsletter. Megatrends for Sales Organizations – Sarrazin and Yee, McKinsey on Marketing. But what’s really happening, and what does it mean to sales? ©2014 Sales Momentum, LLC.
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