Sales Training Connection

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Handling 5 mistakes to get sales back on track

Sales Training Connection

Remember, bad news documents itself. It is rather uncanny that one has to go to great lengths to promote and publicize good news while bad news documents itself and does so quickly throughout the customer organization – think “wildfire.” So handling things immediately is a basic requirement.

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Sales coaching above and beyond the sales comfort zone

Sales Training Connection

Document and broadcast success. Usually when someone tries something new, the failures tend to be well documented. Document these best practices! The sales manager needs to make sure the same is true for successes – this is helpful to the sales rep and to other sales reps who might be taking the same journey in the future.

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6 tips for delivering bad news to customers

Sales Training Connection

Document good news. Don’t forget bad news documents itself – good news doesn’t – so make sure you document good news. Remember timeliness matters. Get to the customer with the bad news as soon as you can – postponing bad news delivery is a bad idea.

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Acknowledge selling mistakes … don’t panic!

Sales Training Connection

Remember, bad news documents itself. On the other hand, bad news documents itself and does so quickly throughout the customer organization – think “wildfire.” Customers should believe you understand that a mistake has occurred, you take it seriously, and you will handle it professionally.

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15 tips for getting sales strategy right in major accounts

Sales Training Connection

Document good news since it doesn’t document itself - make sure everyone in the buying process knows the good news story. Bad news will document itself! Develop and rehearse internal champions – so they can tell the seller’s story since most of the time the major account salesperson isn’t on site.

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Sales coaching – an emerging challenge

Sales Training Connection

Document and broadcast success. Usually when someone tries something new, the failures tend to be well documented. Document these best practices! Sales manager need to make sure the same is true for successes – this is helpful to the sales rep and to other sales reps that might be taking the same journey in the future.

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10 tips for B2B salespeople to win the sales call execution challenge

Sales Training Connection

2. Documenting good news – Bad news documents itself; good new doesn’t – so make sure everyone knows the good news story. Dealing with passive competition – When the buying process stalls and at it often does, modify the sales strategy to overcome the no-decision momentum.