Sales Training Connection

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How to use sales conversations as a competitive weapon

Sales Training Connection

Sales Conversations. The best sales questions won’t go anywhere without an effective conversation. And effective conversations take more than just being a good listener or talker. Can effective conversations set you apart and advance your objectives? The panel of experts discussed those ideas and debated others.

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Achieving sales excellence – a story about sweet spots

Sales Training Connection

If that is the person with whom you are about to have a business conversation, how do you stand out from everyone else? Most people in sales are well schooled in the Discovery Conversation. This conversation starts with the salesperson asking questions about a problem they believe the customer is concerned about.

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Active listening: a forgotten key to sales success – A STC Classic

Sales Training Connection

Asking questions, however, is not one-way … often the best questions are ones that build on prior statements – resulting in a sales call that resembles a business conversation with a smooth flow between those participating. Evaluate the Entire Conversation. Rightly so. And, the customer must know you have listened. Take Notes.

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Listening – the forgotten twin of sales success

Sales Training Connection

First, we can let our mind wander and sort of tune in and out of the conversation. Everyone’s been in a conversation in which the other person has chosen this option. When you are the other half of that conversation this behavior is at best rude and annoying. So what do we do with the extra time? There are at least two options.

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Selling to the c-suite – best practices for gaining access and what to do next

Sales Training Connection

How do you have a compelling, memorable conversation in the c-suite? . From a process perspective what rarely works is the traditional needs discovery conversation. It is probably the same type of conversation and the same set of questions that the senior executive has been asked by all the other salespeople.

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Sales coaching – addressing the smartphone reflex

Sales Training Connection

Research studies report that adults make eye contact 30% to 60% of the time in an average conversation. But if you make contact more often – 60% to 70% of the time – you create stronger connections during the conversation. Sales calls and the importance of eye contact. In sales calls, making a stronger connection matters.

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Six traps between you and sales success

Sales Training Connection

And, part of that planning is about avoiding the following common traps: Having the wrong conversation. Whether a given conversation works or doesn’t work depends upon the person with whom you are talking. Getting dragged into a price conversation before laying the groundwork for value. ©2012 Sales Horizons, LLC.