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10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

The 10 Traits Buyers Seek in Sales Superstars. Most sales training courses emphasize the importance of addressing the customer’s needs. But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool. Make the buyer a hero. Listen. Tell the truth.

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3 Sales Training Don’ts


Don’t Confuse Product Training with Sales Training One of the most popular complaints of buyers that we interview is the “walking product brochure” complaint.  The post 3 Sales Training Don’ts appeared first on Pipeliner CRM Blog. Prospects are very reluctant to buy from reps that provide no value beyond being able to recite product specs. Sales Effectiveness

Sales training for meeting buyers’ expectations in 2016

Sales Training Connection

And if buyers change how they buy – salespeople need to change how they sell. This buyer expectation requires that the sale rep have the information and skill sets to have compelling strategic business conversations. With that thought in mind, the sales training initiative should be viewed as a process not a single event. . Sales training design. Stepping-stone approach.

6 Confessions of the Professional Buyer

The Sales Hunter

Buyers take advantage of salespeople. Over the years, I’ve had the opportunity to work closely with a number of buying departments, many times as part of the sales training I’m doing for their salespeople. There are six confessions professional buyers have shared with me regarding how […].   This is a hot topic because it happens a lot.

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Medical sales training – something different vs. more of the same

Sales Training Connection

Medical sales training. Those that prosper will recognize that if buyers change how they buy then sellers need to change how they sell. The question can and should be explored from a number of perspectives, here let’s just drill down and examine what it means for designing sales training. Building transformational sales training. Lesson 1 – Understand the Difference. 

Look Beyond Sales Ego to Buyer’s Value

Increase Sales

Buyer’s value for many in sales is quickly presumed to be seller’s value. Sales Training Coaching Tip:  By defining shared words creates greater clarity and will improve the desired results not to mention save miss communications and other limited resources. Sales Training Coaching Tip:  Miller’s book deserves a place in your  library. Surrendering it. .

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Sales Tips: Different Differentiators, Different Buyers

Customer Centric Selling

Despite this, in nearly all buyer surveys you see in large B2B transactions price seldom makes the top five. also suggest that a given feature or differentiator can mean different things to different buyers. A few years back I worked with a company that offered furnished condos as an alternative to hotel rooms for extended engagements in a given location. they got outsold).

The Ever Changing New Normal in Sales Training

Increase Sales

Sales experts promote their books to their sales training programs all promising a quicker, faster way to increase sales.  The real problem with the new normal within many of the sales training programs is the natural style of the salesperson is ignored or even destroyed. And distrust begins to take root within the buyer. ” Want sales training that sticks?

Mind the Gap: New Research Reveals Buyer-Seller Disconnect

Smart Selling Tools

He is a nationally recognized authority on selling and has written hundreds of articles and training programs for sales reps and sales managers. Fred asks the buyer why, and Ethel says, “We assumed you specialize on X, and it never occurred to us that you could also handle Y.”. Sellers think cost is a critical part of the selection process, while most buyers do not.

When Buyers Interrupt You

Tom Hopkins

One of the primary frustrations in selling is when buyers interrupt you. Granted, However, as a pro, you’ve pre-planned a presentation that will both educate and motivate your buyers. The post When Buyers Interrupt You appeared first on How to Selling Skills. Related posts: Overcome Buyers’ Remorse. Get Buyers to Answer Their Own Concerns.

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How to Reach Today's Buyers with Modern Prospecting

Sales Benchmark Index

The vast majority of training is focused on selling once you are face-to-face. But buyers are much more informed today. They call the same buyer each week hoping something has changed. They are resistant to change and make excuses such as, “our buyers aren’t on social media”. Most sales training is focused on execution once in the door. years ago they were right.

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Sales Tips: Handling Buyer Objections

Customer Centric Selling

Sales Tips: Handling Buyer Objections. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. While attending my initial sales training at the start of my career, there was a fair amount of time spent on handling buyer objections. Indicating the buyer is not alone in their concern: “Others have felt that way.”.

Sales Training Buyers Beware. There is No Barrier to Entry in The Sales Training Business.

Dave Stein's Blog

Among those emails, Google Alerts, my Twitter feed (“sales training” is one stream I track), reading plenty of blogs, and getting numbers of new books on sales sent to me on a regular basis, I get to see a lot of what’s really, really dangerous about this industry. Some are happy when salespeople that leave your organization—they get to train the replacements next year.

Train My Salespeople … Really?

No More Cold Calling

Think sales training is unnecessary? Many sales organizations bristle at the idea of spending money on sales training programs. But recent research from CSO Insights shows a direct correlation between the quality of a company’s sales training and quota attainment. In companies where skills training programs needed improvement, only 60.5 This is only half true.

Trends in sales training – an interview with Richard Ruff

Sales Training Connection

Jason Kanigan at interviewed Richard about sales training trends earlier this week. Most companies have purchased some sales training – especially around basic selling skills. Sales training has changed over the last 20 years. Online training is becoming increasingly more prevalent. Classroom training is expensive but 40% of the cost is T&E.

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

Sharon Drew Morgan

After years of  ‘understanding’ and ‘qualifying’ prospects, getting appointments and networking, presenting and following up, I thought I understood buyers well-enough to become one. As a buyer, the very last thing I needed was to buy. THE JOB OF A BUYER. Indeed, I coined this entire process the Buyer’s Journey. WALK THROUGH THE BUYER’S JOURNEY. But I was wrong.

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Sales Tips: How to Better Handle Buyer Objections

Customer Centric Selling

Sales Tips: How to Better Handle Buyer Objections. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Buyers sometimes raise objections to slow down speeding trains. My suggestion when that happens is to respond to the buyer: We don’t. I’m curious, why is that feature important and how would it be used?

Why do we gather information from buyers?

Sharon Drew Morgan

Telling kids why they should clean their rooms, telling prospects why your solution is better, telling managers to use new software doesn’t create the hoped-for change, regardless of how cogent the information except where the kids, buyers, managers were already set up to/seeking change and know how to move forward congruently (i.e. Why do we gather information from buyers? But do we?

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When Buyers Interrupt You

Tom Hopkins

One of the primary frustrations in selling is when buyers interrupt you. Granted, However, as a pro, you’ve pre-planned a presentation that will both educate and motivate your buyers. The post When Buyers Interrupt You appeared first on How to Selling Skills. Related posts: Overcome Buyers’ Remorse. Get Buyers to Answer Their Own Concerns. Presentation/Demonstration sales skills selling skills talking with clients Tom Hopkins tom hopkins sales training tommy hopkinsGranted, you are there to serve their needs. Planned Pauses.

When the Training Wheels Come Off

Sales Benchmark Index

Almost overnight, buyers stopped responding. Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. The Need-Payoff that she had been trained on was thrown out the window. Buyers had decided on the benefits they wanted before a sales call. You have to invest in training, but you must invest wisely.

Sales training: it isn’t about – if it ain’t broke don’t fix it

Sales Training Connection

Sales Training Investment. The strategic  “it” in this case is the decision about whether you should make an investment in sales training. The sales training discussion needs to be updated and reframed. What is the right question for determining if a sales training investment is appropriate? Hence considering an investment in sales training is clearly warranted.

The Buyer’s Mindset

Tom Hopkins

As a sales professional, it’s critical that you put everything else out of your mind when approaching buyers and focus on the buyer’s mindset. When put into a sales scenario, the buyer’s mindset subconsciously shifts, asking important questions which must be answered before they are comfortable moving ahead with the sales process. The post The Buyer’s Mindset appeared first on How to Selling Skills. Related posts: Overcome Buyers’ Remorse. After buyers say no. Because this is a […]. How to Sell to Couples.

If I Have to Sit Through One More B.S. Sales Training Class…

Dave Stein's Blog

Memo: To Sales Reps and First-Line Sales Managers From: Dave Stein Subject: Sales Training As you know, I spent nearly a decade evaluating and comparing sales training companies, their approaches, and their effectiveness. We discussed sales training. He said, “I can’t tell you how many sales training programs I’ve sat through. ” Did my colleague need training when he was a rep? But the training he needed had to help him do one thing—sell more. The training he received missed the mark, again, and again. He admits he did.

Money Monday How to Focus on Buyers

Score More Sales

One of the worst things that can happen is that you don’t keep an eye on your “more probable” buyers – those buyers who seem close to making a decision, have an eminent need, and are qualified buyers. List all the objections that can come up when speaking with buyers. (it’s a finite list). It is easy to get distracted in a sales career.

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How to Train Your Lead Development Team for Today's New Buyer

Sales Benchmark Index

The majority of Lead Development Reps are inexperienced, undertrained, and ill-equipped for today’s buyer. However, buyer behavior has changed. Informed buyer’s are entering the sales process with companies later than ever before. We are now living in the era of the self-directed buyer. Look at your Sales Training dollars. The answer we get is not confident.

Sales Tips: Stop Spouting Features Buyers Don't Need

Customer Centric Selling

Sales Tips: Stop Spouting Features Your Buyers Don't Need. The most significant mistake I made when starting my Sales career was to believe my job was educating buyers about offerings. This was a tremendous waste of the buyer’s time and made little or no progress toward earning sales. Asking diagnostic questions so that buyers understand barriers to achieving outcomes.

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5 Takeaways from a Sales Management Training

Sales Benchmark Index

I spent last week at a Sales Management training event with a client. This client is positioning itself to cater to the New Buyer. As a Sales Operations leader, you must be allocating the right resources to training. Here are 5 key takeaways that made this training a success. Gamify the training. Train on Social Selling. Understand the buyer.

Sales Tips: How to Grab and Keep Your Buyer's Attention

Customer Centric Selling

Sales Tips: How to Grab and Keep Your Buyer's Attention. If and when sellers have an opportunity to talk with senior executives, they should be aware of the buyers’ attention span. Sellers Must Overcome the Buyer’s Attention Deficit. Take a look at the sales training workshops available to get started and improve sales performance. Need some help to increase sales?

31 Things Buyers Don’t Want

The Sales Heretic

In sales training, we often spend a lot of time discussing what prospects and customers want. However, there are a lot of things that buyers don’t want, and being aware of these can be equally important to your sales. Because the things buyers don’t want are what keep them from buying, or  at least buying from [.]. Sales buyer customer salespeople training

Inside Sales Power Tip 101- Guide Buyers

Score More Sales

Gain control of these feeble buyers, right? Don’t let that title fool you – control in a buyer and seller relationship is not a one-way thing. This brings me to something I was reminded of by a handy new e-book that Postwire just put out called Help Buyers Overcome Indecision  (PDF download) which was written by Peggy Kriss, a clinical psychologist. Try it sometime.

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Overcome Buyers’ Remorse

Tom Hopkins

If you plan on making a career out of selling, you will need to understand and learn how to overcome buyers’ remorse. Then, […] The post Overcome Buyers’ Remorse appeared first on America's #1 Sales Trainer. When Buyers Hesitate. What to Say When You Hear “I want to think it over” Closes Closing Sales buyers remorse closing sales how to close sales how to handle buyers remorse selling skills selling strategies Tom Hopkins tom hopkins sales training tommy hopkins

Buyer 15

Sales Training RFPs: What You Need to Know

Dave Stein's Blog

In this post I hope to accurately portray the perspectives of both the buy-side and the supply-side on the the sales training RFP. As a seller, coming out of sales, sales consulting, and sales training, I have a love-hate relationship with RFPs. In this post I hope to accurately portray the perspectives of both the buy-side and the supply-side on the the sales training RFP.

Money Monday – Make it Easy for Buyers to Buy

Score More Sales

When things seem too complicated, buyers hold off. It is no different for buyers – you have to make it easy for buyers to want to do business with you. So how to make it easy for your buyers? What other ways do you regularly help your clients to keep working with you on an ongoing basis, or ways that you help new buyers to do business with you? Smart.

Buyer 85

Selling To and Negotiating With Today’s Tougher, Strategic Procurer/Buyer/Sourcer

Dave Stein's Blog

So now, as a result of a glut of information available to buyers, salespeople enter into the customer buying cycle much later, then have to deal with a buying organization that may have little regard for their customer, or, and this is the troublesome part, the business unit acquiring the product or service.  Buyers Interview sales training Sales Training CompaniesThink!

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Don’t Let Your Buyers Take Control

No More Cold Calling

Instead of letting your buyers be judge and jury, make them your partners in “crime.”. Here’s Nancy’s perspective on how control and collaboration are complementary, not contradictory, ways to structure your sales conversations: “Many buyers have learned (or been trained) that they are in control. It’s hard to make the sale with an uninvolved buyer, isn’t it? The result?

Buyer 49

Differentiate By Being Useful To Your Buyers

Score More Sales

What they often lack is permission, and proper training. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. The post Differentiate By Being Useful To Your Buyers appeared first on Score More Sales. Jay hosted last year and really brought value to the conversations. believe it is because he lives what he talks about and is very genuine.

Buyer 68

Sales Tips: Do Your Buyers Have A Sense Of Urgency?

Customer Centric Selling

Sales Tips: Do Your Buyers Have a Sense of Urgency? In stark contrast, buyers frequently drag their feet before making decisions to spend money. This discrepancy in decision timeframes can cause sellers to close prematurely, offer discounts to accelerate decisions and pressure buyers. By John Holland, Chief Content Officer, CustomerCentric Selling®.

When the Buyer and Seller Act as Partners, They are Building a Bridge to Profitability

Jonathan Farrington

Too often operating on old sales theories means training and rewarding people to do the wrong things. Partnership does not mean eliminating the tension between buyer and seller; it means that top-performing salespeople know how to strike a balance between achieving immediate results and developing the relationship fully. It requires treating the customer as a participant.

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Sales Training: Three Key Benefits for Using an Instructional Designer

Dave Stein's Blog

We all know there are no silver bullets to sales training. But there is a critical component to designing excellent sales training and it’s one that often gets overlooked. We have made the point again and again: “ESR recommends employing an instructional designer on a contract basis for the development of all sales training materials. sales training

Sales Tips: Do Your Buyers Consider You Trustworthy?

Customer Centric Selling

Do your buyers consider you trustworthy? suggest a logical objective for an initial conversation is to have a buyer share one or more business outcomes they want to achieve through the use of a seller’s offering. Knowing the type of company and the title of the buyer should allow a seller to develop a menu of potential goals. Let me explain how.