Marc Wayshak

AUGUST 24, 2021

So you’ve finally got a prospect who’s interested in what you have to say…and actually wants to hear you present. Actually, no —that’s old-school selling, and it simply doesn’t work anymore. Feature and benefit selling has been around for a really long time. It’s a me-focused presentation. Check it out: 1.

Case Study 118

Case Study Study Face-to-face Benefit 118

The Sales Hunter

AUGUST 5, 2013

Do you really think your customer wants to sit through your boring sales presentation? If a customer wanted to hear a presentation, they could go to YouTube and watch a video. The objective of a sales call is to have a discussion with the customer. Too many salespeople are what I call “presentation crippled.”

Closing 198

Closing Consultative Selling Motivation Selling Skills 198

The Sales Hunter

SEPTEMBER 9, 2014

You’re concerned about how to present the price, and the more you think about it, the more nervous you become. Here are the specific steps you can take to present your […]. Blog Consultative Selling Negotiation pricing Professional Selling Skills Prospecting negotiate negotiating price prospect prospecting sales prospecting'

Negotiation 217

Negotiation Consultative Selling How To Selling Skills 217

Jeffrey Gitomer

AUGUST 23, 2011

To Become A Master Salesperson, Master NON Selling Skills. Tweet Share Everyone talks about “how to sell” Not me. In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.” What is selling about? Online Training.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

Partners in Excellence

NOVEMBER 27, 2018

In the face of all this, for the most part we are training our sales people in the same skills I learned many decades ago, and my predecessors learned decades before that. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s.

Selling Skills 91

Selling Skills Face-to-face Banking Scale 91

The Sales Hunter

JANUARY 21, 2014

You’ve had a great sales call, the customer is motivated, they’re ready to buy and you know you can close the deal. Worst thing you can do is look unconfident as you present it. Don’t present the offer and then ask something stupid such as, “So what do you think?” ” Present it and be silent.

Negotiation 244

Negotiation Discount Margin Selling Skills 244

Hubspot Sales

APRIL 25, 2018

Advanced Selling Skills. Core performers seek to gather information in preparation for a sales call, but star performers focus on testing information in preparation for a sales call. But what about more advanced skills? Advanced Selling Strategies. What separates the best sellers from everyone else?

Selling Skills 112

Selling Skills Face-to-face Call-back Commission 112

The Sales Hunter

DECEMBER 26, 2013

Today we come to #13: Great salespeople don’t rely upon a canned presentation. For that matter they don’t like presentations, because they know to truly understand the needs of the customer, they have to listen. The best sales presentation ever made is the sales presentation never given.

Cold Calling 212

Cold Calling Consultative Selling Face-to-face Selling Skills 212

Steven Rosen

MARCH 25, 2024

Sales Managers: Get Off Your Butt and Start Coaching Your Reps In today’s highly competitive sales industry, which has endless analytic tools and virtual interfaces, the role of the sales manager has quietly pivoted to that of a ‘dashboard coach.’ Presence is a form of currency in the economy of trust.

Coaching 156

Coaching Pivotal Lead Rank Report 156

Jeffrey Gitomer

FEBRUARY 14, 2012

Elements To Think About When Presenting. Tweet Share Your ability to present a compelling, believable, enthusiastic, value-driven message is the difference between yes and no, understanding and confusion, acceptance or rejection, and even approval or denial. In the beginning of a presentation, there are 5.5 Presenting.

Hiring 255

Hiring Social Media Loyalty Referrals 255

Mr. Inside Sales

SEPTEMBER 23, 2022

So, if you’re winging it, ad-libbing your way through your sales career, then I know you’re struggling—and I know you’re not making your revenue goals…. And that means more money, more sales, more confidence, more success, etc. If it’s not perfect selling skills, then help them upgrade those skills today!

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

The Sales Hunter

APRIL 25, 2012

And it seems that especially when you are meeting with a major client, you will go to great lengths to prepare a thorough sales presentation. But are you wise enough to recognize when the sales presentation actually is getting in the way? I had to adjust, for the sake of the sale. ” Sales Motivation Blog.

Face-to-face 202

Face-to-face Motivation Sales Up-Sell 202

The Sales Hunter

OCTOBER 27, 2012

Do you know what is the most important part of a sales presentation? It’s not the marketing materials or the PowerPoint presentation or the product samples. The most important part of the sales presentation is YOU! You must be able to deliver your entire sales presentation without any sales tools.

Video 203

Video Call-back Motivation Sales 203

The Sales Hunter

OCTOBER 10, 2015

I know it sounds harsh, but your sales presentation sucks — if you are relying on it so heavily that it is a roadblock to authentic dialogue. What happens when you come into a meeting with the customer or prospect and you are determined to stick to the presentation is you may actually shut down any […].

Video 100

Video Sales Meeting Prospecting 100

Mr. Inside Sales

MAY 21, 2022

Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard? Check out our best inside sales training available on the Internet: On-Demand Training! It forced me to listen rather than ad-lib poor sales techniques—perhaps some of the things your team is doing right now….

Closing 156

Closing Training Gatekeeper Face-to-face 156

No More Cold Calling

OCTOBER 1, 2020

I used to think it was just sales newbies who struggled with referral reluctance. I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Sales Leadership Is Missing It Big (and Here’s the Proof).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Partners in Excellence

MARCH 26, 2018

It’s a start up, the CEO wanted help in developing sales skills. Yet the CEO and many participants in the discussion were convince, all they needed to do was improve their selling skills. The best sales person in the world will be unsuccessful if she doesn’t know who her ideal customer is.

Selling Skills 68

Selling Skills Customer Enterprise Enterprise 68

The Sales Hunter

AUGUST 29, 2015

…NOT a presentation. Great salespeople do not rely on a canned presentation. You can strengthen your dialogue abilities, and you will see how little you even want to use your canned presentation. Instead, they build strong conversations focused on the customer’s needs.

Video 100

Video Conversion Sales Customer 100

Mr. Inside Sales

JANUARY 2, 2023

Most companies are under immediate pressure already to begin accomplishing their new goals and sales targets. While this may seem like a bad thing, it actually presents a great opening for you. Or I ask a good assumptive question like: “How much of a budget do you have per quarter for sales training?” Qualifying prospects.

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Jeffrey Gitomer

MARCH 12, 2014

Jeffrey Seminar Jeffrey gitomer sales training selling skills steve young' This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Selling Skills 157

Selling Skills Training Sales 157

Gong.io

AUGUST 15, 2018

Having spent his career running sales teams at Salesforce.com, Paul Snelson now found himself leading the 70-rep sales organization at TouchBistro. Like many SaaS sales teams, Paul has a specialized sales model. But the rate of converting these leads into sales meetings was low. Booming Leads, Busting Close Rates.

Selling Skills 78

Selling Skills SalesForce Inbound Lead Rank 78

The Sales Hunter

FEBRUARY 10, 2015

Present as […]. Blog pricing Professional Selling Skills confidence price' At the core of the process is being confident that what you are providing your customer is going to help them achieve an outcome they didn’t realize was possible.

Selling Skills 100

Selling Skills Customer 100

Selling Essentials RapidLearning Center

JUNE 14, 2019

Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Many distributors have a field sales culture in markets where inside sales models may make more sense. Most Critical Skill Gaps. Field Sales vs. Inside Sales. What This Means for Sales Managers.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

Tom Hopkins

JULY 19, 2013

Prepare an Elevator Presentation, Not an Elevator Pitch A short while ago, I ran a contest on Facebook for the best Elevator Presentation. The post The 30-second Elevator Presentation appeared first on America's #1 Sales Trainer. Related posts: Rapport Building – Step 8: Act Relaxed.

Selling Skills 97

Selling Skills ACT Facebook Relationals 97

The Sales Hunter

JULY 27, 2015

Are you relying on a canned presentation? I want to challenge you to steer clear of the canned presentations. Canned presentations will […]. If you want to be great, that’s not a good idea!

Motivation 100

Motivation Video Closing Customer 100

The Sales Hunter

JANUARY 9, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. Mark’s Insights on PRICING.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

The Sales Hunter

JULY 16, 2014

Call every one of your customers past and present and ask them why they like working with you. Blog Closing a Sale pricing Professional Selling Skills Sales Motivation closing closing sales price sales closing sales motivation' Objective is […].

Selling Skills 259

Selling Skills Motivation Closing Objections 259

Mr. Inside Sales

JUNE 20, 2021

Here’s a mistake I hear over and over again when listening to sales reps pitching or presenting their services over the phone: when they hear a possible objection or something negative from their prospect, they go into pitch mode. Instead, you’re practicing poor sales skills over and over again. That’s totally wrong.

Face-to-face 217

Face-to-face Gatekeeper Decision Maker Licensing 217

Tom Hopkins

MARCH 30, 2012

The Financial Services Presentation. The Importance of Being a Lifelong Student of Selling Skills. Establish a bond before you attempt to control the process with questions. Establishing [.] Related posts: The Advantages of a Career in Financial Services.

Guidelines 86

Guidelines Selling Skills Study Relationals 86

The Sales Hunter

NOVEMBER 7, 2012

Use this to your advantage by making it a technique you use during a sales presentation. One way to do this is by taking your presentation materials and highlight one key point you typically use in your presentation. The beauty of this approach is you can use it at almost anytime during the sales call.

Customer 191

Customer Follow-up Closing Exact 191

Tom Hopkins

JANUARY 21, 2015

Building trust is THE key element in all sales contacts, but especially so for presentations. The post Building Trust in Sales Presentations appeared first on How to Selling Skills. The post Building Trust in Sales Presentations appeared first on How to Selling Skills.

Selling Skills 40

Selling Skills Relationals Buyer Training 40

Jeffrey Gitomer

JUNE 10, 2013

The post Jeffrey Answers a Question about Sales Pitches | Sales Training appeared first on Jeffrey Gitomer’s Sales Blog. Presenting Sales Sales Videos Real World Sales sales sales blog selling skills Top Books on Selling Top Sales Books'

Training 187

Training Selling Skills Video Sales 187

The Sales Hunter

APRIL 15, 2014

Oh, when I say “naked,” what I mean is going into a customer call with zero sales materials. Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting questions sales presentations selling skills' Excuse me, […].

Customer 239

Customer Consultative Selling Selling Skills Customer Service 239

The Digital Sales Institute

MARCH 29, 2021

Now more than ever it is important to have some sales training ideas to engage the remote or home based salesperson. Salespeople now have to figure out how they can adapt to rapidly changing selling conditions, and sales training must match those challenges. The Importance of Sales Training.

Training 98

Training Hiring Ideal Customer Profile Selling Skills 98

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Avoid Death by Presentation By John Holland, Chief Content Officer, CustomerCentric Selling®. Buyers despise "spray and pray" sales calls. Unfortunately this approach is not limited to sales calls. Executives often end these calls before allowing sellers to finish them.

Buying Cycle 80

Buying Cycle Buyer Sales Sales Forecasts 80

Janek Performance Group

MARCH 8, 2024

Sales training is one of the most significant investments an organization can make in their sales team. In fact, research cited by taskdrive.com shows sales training has an average return on investment of 353 percent. When choosing a sales training partner, start small and work your way up. You can always upgrade later.

Training 62

Training Face-to-face Education Negotiation 62

The Sales Hunter

SEPTEMBER 26, 2013

I recently watched a very capable salesperson get completely flustered because the sales materials he had weren’t in the order he wanted them. He opened the sales meeting beautifully and then began walking the customers through the materials. Copyright 2013, Mark Hunter “The Sales Hunter.”

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201