Sales Training Connection

SEPTEMBER 19, 2019

For example, after highlighting the benefits achieved, round off the story by saying something along the lines of “… and on top of that, the unexpected benefit was …”. Role-play the telling in advance – It always sounds different when you hear what you say aloud! End with an unexpected benefit – When possible, share unexpected benefits.

Benefit 78

Benefit Relationals Research Sales 78

Sales Training Connection

OCTOBER 14, 2013

For example, frustrations can run high when communications are poor in a negotiation. A salesperson might say, for example, “As we start to get into this negotiation let me share that gaining access to your senior leadership will be an important consideration for us.” Plus, giving a concession always has a financial cost.

Negotiation 116

Negotiation Policies Loyalty Training 116

Sales Training Connection

OCTOBER 30, 2013

For example, you may think the right solution requires the company to provide substantial technical support. For example, customers might not know that you have an outstanding service capability. The just noted example about a misperception of the fact that your company has an outstanding service capability is one case in point.

Lead Qualification 112

Lead Qualification Scale Lead Rank Lead Scoring 112

Sales Training Connection

OCTOBER 24, 2014

For example, there are times where it is legitimate to help a customer change their point of view. A misperception about one of your capabilities is one example. A second example is when a customer deems a particular decision criterion to be extremely important and it is your experience that priority is misplaced.

Competition 98

Competition Strategy Training Sales 98

Sales Training Connection

OCTOBER 4, 2016

Defining the term “sales process” is a classic example of the blind men and the elephant. An obvious example of this would be a company that has separate sales forces for different markets such as a national account sales team and a territorial sales team. Start with definitional clarity. That’s an easy one.

Sales Process 113

Sales Process Scale Territories Sales 113

Sales Training Connection

MAY 7, 2012

However, what makes sales force turnover particularly significant are the indirect consequences – for example, the impact on customer relations both from financial and non-financial perspectives. For example, how would that impact the advantages and disadvantages of hiring top guns from other companies versus a grow-your-own strategy?

Hiring 122

Hiring Compensation Commission Territories 122

Sales Training Connection

DECEMBER 1, 2014

Sport examples are legendary. For example, SweetSpot is an app that will help you learn about the latest developments and trends in a wide variety of industries and companies. Sales is a profession like any other profession in business, sports or the performing arts. There are a number of online universities offering courses in sales.

Sports 128

Sports Coaching Training Competition 128

Sales Training Connection

SEPTEMBER 23, 2013

Launching an important new product, initiating a rebranding effort, implementing a merger/acquisition, and instituting a strategic sales shift like moving from selling individual products to selling an integrated solution are all examples of Trigger Events. Example – New Product Launches.

Sales Coaching 116

Sales Coaching Coaching Energy Face-to-face 116

Sales Training Connection

MAY 21, 2012

Example: My experience is that the first problem we discussed is the most important – would you agree? Example: Where are you experiencing the greatest difficulty.? Questions designed to solicit an explicit answer from the customer. Open Questions. Major Myth.

Closing 130

Closing Face-to-face Training Sales 130

Sales Training Connection

APRIL 16, 2014

For example sometimes it’s a motivation issue … or perhaps the source of the problem has to do with management issues inside the company? For example, if the sales team must move from selling individual products to selling an integrated solution, then everyone needs adjust and adapt their skills to the new sales challenge.

Training 98

Training Hiring Face-to-face Compensation 98

Sales Training Connection

MAY 2, 2012

For example, howdy calls could have utility when: The customer isn’t aware of the company’s breadth of capabilities. In cases like this, for example, a customer may only see the company as providing systems integration solutions, not systems design capabilities. A sales rep has a story to tell to people who are hard to get access to.

Face-to-face 109

Face-to-face Territories Opportunity Training 109

Sales Training Connection

NOVEMBER 21, 2014

A study by Millennial Branding and American Express , for example, reported that 61 percent of managers surveyed felt that soft skills were more important in new hires than hard skills, or even technical skills. To perform them skillfully requires a lot of practice and feedback.

Hiring 125

Hiring Face-to-face Lead Rank Study 125

Sales Training Connection

FEBRUARY 22, 2017

For example, if a current customer all of sudden starts saying or doing things that deviate from previous behavior, it pays to find out why. Sometimes it’s necessary to turn up the listening volume. Often in such situations, there are issues lurking under the surface that are causing the behavior, and what you hear is merely a
 smokescreen.

Call-back 82

Call-back Face-to-face Conversion Follow-up 82

Sales Training Connection

FEBRUARY 15, 2013

For example sometimes it’s a motivation issue … or perhaps the source of the problem has to do with management issues inside the company? For example, if the sales team must move from selling individual products to selling an integrated solution, then everyone needs adjust and adapt their skills to the new sales challenge.

Training 105

Training Hiring Face-to-face Compensation 105

Sales Training Connection

APRIL 25, 2014

Zimmer, for example, has holistically restructured its cost base by reducing the size of its workforce, optimizing its supply chain, and transforming its production facilities.”. For example: excellence will not just be about doing something better – it will be about doing something different. So what might that look like?

Guarantee 95

Guarantee Health Care Pharmaceuticals Margin 95

Sales Training Connection

MARCH 19, 2014

Applying this proposition to sales training, let’s use role-plays as an example, recognizing that the points apply to other types of exercises, too. A good example of what not to do is everyone’s old favor the “fish bowl” role-play done in front of the room. It was a bad idea 20 years ago; it is even a worse idea today.

Lead Rank 117

Lead Rank Training Face-to-face Coaching 117

Sales Training Connection

OCTOBER 29, 2012

In the medical devices market , for example, we hear docs say that one of the reasons they use a particular device is because they like the sales rep or they use a device because the sales rep is always there for them. Both deal with personal credibility – being responsive to my needs, and doing what they say they were going to do.

Hiring 108

Hiring Vendor Training Survey 108

Sales Training Connection

DECEMBER 2, 2013

Design Example. Let’s take an example where the objective is teaching classic call execution skills like: asking questions, opening and closing, active listening and objection handling. Leaving the classroom time to be devoted to practice and feedback.

Training 112

Training Exercises Travel Call-back 112

Sales Training Connection

FEBRUARY 22, 2013

For example, does anybody really know exactly what a “sales strategy” looks like or the meaning of the expression “paradigm shift?”. Doing a good job positioning your competitive advantages to the customer is an example of selling value. Any concept that develops notoriety tends to suffer a common set of problems.

Ideal Customer Profile 121

Ideal Customer Profile Face-to-face Training Engineering 121

Sales Training Connection

DECEMBER 17, 2012

Here are two examples … Scenario 1. These scenarios are simply two examples, bad business can take many forms. Let’s explore a particularly devilish yet strategically important scenario that deals with bad business. So what do you do when faced with the situation where it is business that you can win, but it is bad business?

Objections 122

Objections Face-to-face Analysis Training 122

Sales Training Connection

OCTOBER 6, 2013

For example, the salesperson might want to bring along someone from top management either because of the purpose of the meeting or because of who is attending from the customer’s side. For example, in the medical device industry companies often have salespeople in different divisions selling to the same hospital. Team selling.

Training 119

Training Benefit Customer Service Examples 119

Sales Training Connection

JUNE 11, 2012

For example, after you have just completed a very successful piece of work is a good time and the middle of the sales cycle is not. For example, are you asking for permission to us the customer’s name or are you asking the customer to make a prior phone call? For what type of service are you asking the referral?

Referrals 115

Referrals Sales Qualified Lead Campaigns Sales Cycle 115

Sales Training Connection

MAY 12, 2014

For example, how much time does your sales team waste chasing bad business – that is an identifiable number that needs to be known. Over the last several years a fair amount of money has been spent on sales technology – for example investments in CRM systems. Implementing Technology.

Top of Funnel 112

Top of Funnel Sales Qualified Lead Funnel Inside Sales 112

Sales Training Connection

APRIL 2, 2014

As recently reported by Booz & Company , healthcare is a striking example of an industry that is undergoing unprecedented changes. For example will we focus on low-cost care and high volumes or opt to become a center of excellence in a specific medical specialty? However, what is clear is standing still is not an option.

Health Care 96

Health Care Pharmaceuticals Customer Trends 96

Sales Training Connection

OCTOBER 15, 2014

The key, for example, to: “do what you say you are going to do” is consistently and reliably delivering on that promise day in – day out. . For example, frustrations can run high if you fail to deliver on a promise. Do what you say you are going to do. Own up to problems and mistakes.

Networking 88

Networking Decision Maker Policies Training 88

Sales Training Connection

SEPTEMBER 5, 2012

On the other hand, some experiences were really bad – “The content was the same old stuff – the examples and cases were all generic –and the design was just a pile of PowerPoints – our people went nuts.”. For example, in some cases the actual training was okay but the implementation and/or reinforcement was poorly done. Unique Need.

Training 105

Training Fashion Research Face-to-face 105

Sales Training Connection

MARCH 19, 2013

Some examples would be a commitment to introduce you to someone once else in the hospital or within a practice or a commitment to support you in an upcoming meeting. Research shows that in complex sales, the seller needs to “close” for a commitment from the buyer on every call.

Health Care 97

Health Care Pharmaceuticals Proposal Training 97

Sales Training Connection

FEBRUARY 24, 2014

For example, the authors note: “Companies in all segments of the sector will need to produce high-quality goods at lower cost. Zimmer, for example, has holistically restructured its cost base by reducing the size of its workforce, optimizing its supply chain, and transforming its production facilities.”

Health Care 108

Health Care Pharmaceuticals Margin Report 108

Sales Training Connection

MARCH 25, 2013

For example mentoring a new hire by a senior sales rep works well for getting the new sales rep a kick-start – learning how to manage all those byzantine administrative things one has to do. If for example “leveraging expertise” was the priority skill set, what did the sales manager do and how did he do it?

Sales Coaching 101

Sales Coaching Coaching Hiring Call-back 101

Sales Training Connection

APRIL 20, 2016

For example, it is very difficult to execute what the folks talk about in the Challenger Sales model without being highly skilled in asking questions. Because something is fundamental does not mean that it is simple to master and asking questions is a good example. The ability to ask questions effectively is more important than ever.

Call-back 50

Call-back Negotiation Examples Sales 50

Sales Training Connection

NOVEMBER 5, 2014

Two places sales managers spend a lot of time and are examples of the “you can probably do it more efficiently category” are communicating with your sales teams and conducting meetings. For example, texts and emails may be preferred way to get answers to specific questions quickly.

Sales Management 94

Sales Management Face-to-face Sales Meeting Guidelines 94

Sales Training Connection

DECEMBER 19, 2011

That’s why, for example, fast food establishments – whether selling hamburgers, chicken, or tacos all have the same basic structure – stand on line, place your order, and then bring the food to your table. As might be expected, the fast food example doesn’t translate well to the B2B market. Most buyers find comfort in familiarity.

Up-Sell 98

Up-Sell Training B2B Examples 98

Sales Training Connection

NOVEMBER 11, 2015

For example increasingly the buying process for many customers is non-linear whereas most selling processes are based on a linear framework. For example, there are times when there is a misperception about one of your capabilities. Let’s look at a few ideas for meeting this challenge. Putting the buying process first.

Competition 50

Competition Lead Rank B2C Fashion 50

Sales Training Connection

FEBRUARY 20, 2013

For example, studies have shown that patients are more likely to have better outcomes if treated in hospitals using IT systems, hence selling to IT departments is becoming more important today than ever. For example ask a lot of questions. One area receiving increased interest is the continued growth of information technology.

Health Care 94

Health Care Consultative Selling Training Vendor 94

Sales Training Connection

APRIL 29, 2013

For example selling to the senior level involves risks – getting it wrong is telling. For example: the customer may hold a misperception of your capabilities or is working with too narrow set of decision criteria or has a limited view of the solution options. Selling at the senior level.

Travel 107

Travel Training Engineering Strategy 107

Sales Training Connection

JUNE 6, 2016

Examples of knowledge would include knowledge related to: product, marketplace, company background and sales best practices. An example in the world of sales training of the distinction would be: one could learn the sales best practices for handling objections in an online course. What does this look like? Lower sales training cost.

Training 50

Training Study Negotiation Maximizer 50

Sales Training Connection

FEBRUARY 23, 2016

For example, when attempting to expand awareness, questions like, “Why are you planning to take a basic refresher in negotiation skills?” Some examples are: What if that doesn’t work? Could you share an example of that? are of limited value in broadening the other person’s perspective. What is your assessment of our chances?

Sales Coaching 50

Sales Coaching Coaching Account Negotiation 50