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Critical Selling Skills That Distinguish Top Performers

Partners in Excellence

Last week, Tim Ohai and I were talking about the future of selling.  We got onto a discussion of the critical skills needed for high performers. I’ve continued to think about this over the past few days.  I’ve narrowed things down to the top 3 skills critical for top performers.  I’d like your take on it, because most sales training programs don’t seem to include these.

Selling Skills Assessment

Tom Hopkins

Related posts: The Importance of Being a Lifelong Student of Selling Skills. Achieving Pro Status in Your Selling Career. Financial Services Selling Skills – Guidelines for Asking Questions. Selling Skills corporate sales training how to increase sales how to train a sales team sales skills sales training company selling skills success

What’s the Fluff About Soft Selling Skills?

Best Sales Practices Blog

Question: My company conducts a significant amount of sales training on our product line and on sales techniques, yet very little in the area of “soft selling skills”.  Is there any research which shows the effect of training in these areas? Let’s start by looking at the entire sales equation, and then we’ll define and break down soft skills further.

7 Ways to Re-Think No / Selling Skills

Tom Hopkins

The post 7 Ways to Re-Think No / Selling Skills appeared first on How to Selling Skills. Objections or Concerns sales training selling skills Tom Hopkins tommy hopkins when you hear noA big part of your job in sales is to be the person in the company who gets the “no’s.” In the English language, the word “no’ can carry many meanings.

To Become A Master Salesperson, Master NON Selling Skills.

Jeffrey Gitomer's Sales Blog

To Become A Master Salesperson, Master NON Selling Skills. Tweet Share Everyone talks about “how to sell” Not me. ” Most salespeople are taught some “system” of selling. Salespeople are so busy trying to manipulate the selling process, that they disengage the buyer. What is selling about? You can learn old world selling skills.

Top 3 Reasons to Use Consultative Selling Skills

Klozers

This flexibility combined with the maturing of sales organizations has resulted in a definite shift over the years by companies who had previously been using a Transactional Sales Methodology, and who have moved, or at least try to move, into a more Consultative Selling approach. Unfortunately, because these skills are the most basic and unglamorous they are taken for granted.

Financial Services Selling Skills – Guidelines for Asking Questions

Tom Hopkins

Three Guidelines for Asking Questions Because asking good questions is such an integral part of good selling I’ve given the matter a lot of study and thought over the years. I’ve boiled down all that knowledge into three basic guidelines. The Importance of Being a Lifelong Student of Selling Skills. Financial Services asking for the business financial services insurance questioning strategies sales closing sales skills selling skills talking with clientsGuideline #1. Establish a bond before you attempt to control the process with questions.

10 Essential Soft Selling skills to develop in 2013

The Accidental Salesman

If you want to make selling easier for you in 2013, my recommendation is to focus on some of the soft skills which make selling easy rather than the deceitful and manipulative tricks that you get in many sales books. These soft skills are actually life skills and they are all learnable. And the great thing is you can use everyday life as a teacher

5 Ways to Speed Up Your Selling Process

The Sales Hunter

Blog Professional Selling Skills Sales Motivation Sales Training Sales Training Program sales leader sales leadership sales skills selling selling skillsToo many times we get bogged down with the customer. Sure, the reasons can be many, but it doesn’t matter. Anytime things bog down, it eats into your time and your earnings. Don’t focus […].

Selling Skills or Selling Process? Which is Holding You Back.

The Sales Hunter

Selling a Price Increase. Communication Skills. Selling Skills or Selling Process? The first thing he said?  A person with strong selling skills. Strong selling skills certainly are a beginning. These include the ability to listen, ask questions, create a unique selling proposition and ultimately close.   I refer to these as selling skills, not a sales process. The vast majority of the time it’s going to be an issue with selling skills. Professional Selling Skills: What is it?

How to boost your selling skills without sales training

The Accidental Salesman

It is possible to significantly improve your selling skills in a relatively short space of time without any more sales training and long as you are prepared to take charge of your own learning. Which selling skills, specifically, do you want to develop? Following these simple steps, you can become your own sales coach: Prioritise.

50 Great Avenues to the Best Selling Skills

The Sales Hunter

Just click on the below image: I am sharing this with you because I am committed to making you aware of resources that can improve your skills.   . Make the most of the list and make it your goal to not only increase your skills, but to boost your profits and your customer satisfaction at the same time. Top Sales Worlds has put together such a list! ” Sales Motivation Blog.

Executive Sales Leader Briefing: Do You Have to be a “Born Salesperson” to be Successful in Sales?

The Sales Hunter

Blog Cold-Calling Consultative Selling Professional Selling Skills executive sales leader briefing sales selling skills successWelcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Recently […].

It’s Time to 10x Your Sales. 10 Things You Can Do to Grow Your Sales!

The Sales Hunter

Blog leadership Professional Selling Skills Prospecting Sales Development Training Sales Motivation sales motivation sales skills selling skillsWhat would your business look like if you were to grow it 10x? To be able to pull it off and — yes, you can do it! — you need to be incredibly focused. Start by taking individual components of your sales process and look to build each one of them 10x. Below is […].

10 Ways to Tame the Pre-Sales Call Nervousness and Stress

The Sales Hunter

Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills Sales Motivation confidence sales call techniques sales confidence sales motivationYou’ve got the big call and you know you need it, which alone is stress, but making it worse is your boss told you how important the call is to both the company and your career. This is a common occurrence.

10 Best Sales Questions to Use When Talking with a Customer

The Sales Hunter

Blog Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department listening prospecting purchasing department questions sales process sales prospecting selling techniquesOne of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking. The questions […].

Do You Have Prospects or Suspects? 10 Ways to Know the Difference.

The Sales Hunter

Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingToo many prospecting pipelines are plugged. They’re plugged with suspects taking up valuable time. Keeping the pipeline full of only great prospects allows it to move faster and does not require the pipeline to be as big. In both the short-term and […].

5 Mistakes Salespeople Make Using Social Media

The Sales Hunter

Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting social mediaSites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively. In my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to know.

5 Ways to Overcome Stress in Sales and Business

The Sales Hunter

Blog leadership Professional Selling Skills Sales Motivation optimism sales success stress successAll of us experience stress to one degree or another. We’ve all heard where some stress can be good for you, because it keeps you focused. But at the same time, we all know what can happen when we’re too stressed.

Are You Spending More Time on Fewer But Better Prospects and Customers?

The Sales Hunter

Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting time managementAt the start of the year, I challenged you to focus your time by minimizing the amount of time spent on prospects that ultimately go nowhere. We’re now into the 2nd quarter of the year, and it’s time to do an assessment.

5 Ways to Close More Sales During the Summer and Avoid the Summer Slump

The Sales Hunter

Blog Closing a Sale Consultative Selling Professional Selling Skills Prospecting Sales Motivation closing sales sales closing sales motivation sales slumpIt happens every year. Summer comes, and for some reason, sales slump.  If you allow summer to take over, your sales will slump. If, on the other hand, you’re proactive, you can enjoy a summer sales bump!

5 Questions to Qualify a Prospect Faster

The Sales Hunter

Blog Professional Selling Skills Prospecting breakthrough sales university prospect prospecting sales prospectFew things can take up as much time as spending time with a prospect that turns out to not be a prospect. Every time I speak, someone comes up to me afterward and shares with me their frustration with qualifying a prospect.

6 Secrets to Sell More in Less Time

The Sales Hunter

Do you know there are 6 things top-performing salespeople do to sell more in less time? You don’t need special skills, but rather  the discipline to make it happen. Blog Closing a Sale Consultative Selling Professional Selling Skills Sales Motivation sales motivation selling skills The beautiful thing is anyone can do them.

What Value Does Your Sales Proposal Bring to You and Your Ability to Close the Sale?

The Sales Hunter

Blog Consultative Selling Professional Selling Skills consultative selling proposal sales proposal selling skillsI’ve seen far too many sales proposals, and I’ll admit 90% of them are a waste. Reason is simple: We don’t take the time to do them right. What gives us the right […].

10 Ways to Overcome a Customer’s Objection

The Sales Hunter

Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills handling objections objections sales motivation sales tipsAn objection from a customer is not a reason to panic. Thinking you’re never going to have a customer object to something is not realistic. Here are 10 responses to consider: 1. Ask the customer to share with you more insight as to why they raised the objection. always say it’s not the […].

10 Daily Habits of Sales Leaders

The Sales Hunter

Blog leadership Professional Selling Skills leader sales leader sales leadership  A sales leader is one who helps others see and achieve outcomes they didn’t think were possible. In order for a sales leader to do that, they have to be at the top of their game each day. Below are 10 daily habits sales leaders must have to be successful: 1. Learn something new […].

Do Women Make Better Salespeople Than Men?

The Sales Hunter

Blog Closing a Sale Cold-Calling Consultative Selling leadership Professional Selling Skills gender in sales male vs female sales leader sales leadership sales motivation selling skillsIt’s time to wade back into this very critical discussion. You say it’s not critical? Sure you do. Jill Konrath — who I feel is […].

5 Ways to Shorten Your Sales Cycle — NOW!

The Sales Hunter

Blog Breakthrough Sales University Cold-Calling Consultative Selling Professional Selling Skills cold calling consultative selling sales cycle sales skills selling cycle selling skillsAsk this key question to ask every prospect during the first contact:  What is your timeline for making a decision? It only makes sense that if your goal is to close sales faster, you must be working with prospects who are most likely to buy NOW. prospect who says they’re not going to buy […].

10 Best Sales Motivation Quotes by Mark Hunter

The Sales Hunter

Blog Professional Selling Skills Sales Motivation sales motivation“My goal in sales is to help my customers see and achieve things they didn’t think were possible.” ” “A sale made without integrity is not a sale.” ” “My greatest assets are my time, my mind, and my network. My goal is to use each one wisely, each day.”

10 Ways to Close a Sale Faster

The Sales Hunter

Blog Closing a Sale Professional Selling Skills closing closing techniques sales closes sales techniquesThe average salesperson has two or three ways with which they feel comfortable to ask for the order. Could you imagine a car mechanic repairing your car with only two or three tools? Years ago, I could fix most anything on my car with just a couple of tools.

5 Traits of the Prospecting Expert

The Sales Hunter

Blog Professional Selling Skills Prospecting prospect prospecting prospecting skills sales prospect sales prospectingWhile doing research for my next book coming out this fall (High-Profit Prospecting by AMACOM Press), I dug deep into why some salespeople are far more successful than others.

Month-End Review: Assessing Your Sales Performance

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills Sales Motivation selling skills time managementIt’s the last day of the month, and for many salespeople, that means it’s a mad scramble to get another order to make a number. For others it’s a day to coast, because of a bad attitude that says the month is shot, so screw it and try again next month.

6 Ways to Separate Yourself from Your Competition

The Sales Hunter

Blog Consultative Selling Customer Service leadership Professional Selling Skills competition sales competition sales leadershipWhat makes you different from your competitor? Why should a potential customer give you the time of day when they already have too much on their plate? To many customers, there’s zero difference between […].

Is Your Business Culture an Asset or a Liability for You and Your Customers?

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills Sales Development Training Sales Motivation Sales Training business culture culture john spence sales team selling skillsI’ve been talking a lot recently about the need to have engaged customers and their impact on both the top-line and the bottom-line of your business. The ability to have engaged customers requires engaged salespeople, which come about due to engaged leadership. All of this is a result of the culture of the business. […].

10 Questions You Need to Ask Yourself Mid-Year

The Sales Hunter

Blog Consultative Selling Professional Selling Skills Sales Motivation assessment goals quota quotas selling skillsIt’s time for a mid-year assessment, and you should be asking yourself these questions: 1. What does my performance to date tell me about my ability to make my number for the year? 2. Can I build a plan breaking down by customer and product the amount of business I need to enable me to […].

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10 Time-Saving Techniques for Salespeople

The Sales Hunter

Blog Professional Selling Skills Prospecting Sales Motivation prospect prospecting sales process sales prospecting sales skills time time managementWho among us doesn’t want to save more time, better use time and essentially get more out of our day?! Here are 10 ideas to get you started: 1. Check email using your smartphone.

Are You Selling or Merely Answering the Phone and Taking Orders?

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills Sales Motivation sales motivation selling selling skills   A few years back, there were a lot of salespeople who realized they weren’t salespeople. There were a lot of companies that realized they didn’t have a sales team.

10 Ways to Increase Your Value as a Salesperson with Your Customers

The Sales Hunter

Professional Selling Skills customer leader leadership sales leader sales leadership value value addedRecently after a conference where I spoke, a salesperson asked for ideas on how he could increase his value. The question got me thinking, so here’s my list of what you need to be doing to become a top-performing salesperson: 1. Salespeople are famous for […].

Are Buyers Always Rational?

The Sales Hunter

Regardless of what you sell and the process with which you sell it, there will always be buyers who will not base their buying decision on rational logic. I’ll even go as far to say there is no such thing as a 100% rational buyer. Blog Consultative Selling Customer Service Professional Selling Skills B2B b2c closes closing closing a sale emotion prospecting sales selling skills

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10 Tips to Set Better Sales Goals and Get Off to a Fast Start

The Sales Hunter

Blog Professional Selling Skills Sales Motivation goal setting goals quotas sales motivationAre your sales goals motivators or de-motivators for you? It’s that time of year when we become fixated on deciding not only what our goals should be, but also how we’re going to go after them. Here are 10 tips to help you in setting goals: 1.

VIDEO SALES TIP: Do Your Ethics Never Waver?

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills ethics great salespeople selling skillsHow solid are your ethics — not just when things are going well, but particularly when things get difficult? A key characteristic of great salespeople is their strong ethics. This is especially apparent when it would be easier to cut corners or compromise.

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10 Ways to Increase Your Motivation and Your Sales

The Sales Hunter

Blog Professional Selling Skills Sales Motivation leader leadership motivation sales leader sales motivation successDoes your level of sales drive your motivation or does your motivation drive your sales? Yes, it is a chicken or egg type of question.

Prospecting Has Changed, But Have You?

The Sales Hunter

Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingNews flash. Social media is nothing more than the telephone. It’s simply a way to make contact — nothing more, nothing else. A few years ago, people were touting the benefits of social media and how the more aggressively you used it with regard to posting content, the more successful you’d be.

10 Things Top Performing Salespeople Do Regularly

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills Sales Motivation goal setting goals sales leader sales leadership sales motivationWithout a doubt, there are things that top salespeople do in order to excel in their professional and personal lives. Top salespeople… 1. Plan their week and work their plan. 2. Have a prospecting plan they follow […].

Social Media vs. Traditional Prospecting: Which is More Effective?

The Sales Hunter

Blog Breakthrough Sales University Cold-Calling Consultative Selling Phone Sales Tips Professional Selling Skills Prospecting breakthrough sales university phone sales tips phone tips prospect prospecting selling skills Every day I get minimally 3 – 5 emails from people proclaiming to me how effective their social media plan is for getting new customers. Each one claims to know exactly why others fail and why they have a plan that works perfect. Along with the emails are the numerous articles on the web about how old school […].