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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? This is based on research conducted by Impact Sales Training, LLC and Synergyworks, LLC. We think it’s very important.

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 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. But what about the future?

3 Referral Selling Skills All B2B Sales Reps Should Practice

No More Cold Calling

Building professional skills takes practice— deliberate practice. You probably started with a tricycle (very safe), then got a bicycle with training wheels (safe), which you eventually dropped for a free ride (not so safe). Want your sales team to build permanent, repeatable, effective referral selling skills? But adults resist practice. Practice is on our own time.

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.” It would be a financially costly mistake for you […].

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

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.

Top 3 Reasons to Use Consultative Selling Skills

Klozers

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved. 1) Consultative Selling Skills put your Customer First.

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

The Sales Hunter

Training. Selling a Price Increase. Communication Skills. Selling Skills or Selling Process? 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. Before you throw the process out, look first at your own skills.

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.

The Productivity Challenge for 2017

The Sales Hunter

Blog Cold-Calling Professional Selling Skills Sales Development Training Sales Motivation Jill Konrath sales skills selling skills time managementWe in sales and, for that matter, everyone in life struggle with being […].

Sales Tips: How to Think Like Your Customer

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Tips: How to Think Like Your Customer.

Sales Tips: A Business Case for Business Cases

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Tips: Deferring Test Drives.

Trends in sales training – an interview with Richard Ruff

Sales Training Connection

Jason Kanigan at Salestactics.org interviewed Richard about sales training trends earlier this week. Most companies have purchased some sales training – especially around basic selling skills. A better approach is to help the sales team to a dapt their sales existing sales skills to new sales challenges. Sales training has changed over the last 20 years.

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 […].

Set the Right Atmosphere When Your Customers Come to Visit | Sales Training

Jeffrey Gitomer's Sales Blog

Sales Jeffrey gitomer sales training Sales Videos selling skills We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

21 Great Selling Skills Questions

Klozers

In the world of sales; Selling Skills can make the difference between a Rainmaker and a Bank breaker for most businesses. Analysing and testing these skills in sales people is difficult, as often they can appear pitch perfect in the office but never quite seem to get matching results in the field. So here are our top 21 Selling Skills questions for Sales Leaders.

Sales Tips: Scripted versus Tailored Sales Presentations

Customer Centric Selling

Sales Tips: Scripted vs. Tailored Sales Presentations. By Connie Schlosberg, Primary Intelligence.

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. […].

Is Your Personality Selling For You or Against You?

The Sales Hunter

Blog leadership Motivational Sales Speaker Professional Selling Skills Sales Development Training Sales Motivation phil gerbyshak sales motivation selling personality selling skillsDo you use your personality to help you communicate more effectively? How many times have we found ourselves running from the person who has zero personality?

Sales Tips: Enabling Excellence

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Increase average selling price by 10%. A standard skill set for salespeople. Sales Tips: Achieving Excellence through Process. Having watched Sunday’s Super Bowl, it was an amazing comeback driven by a coach who is being acknowledged as being the GOAT (greatest of all time). Shorten sale cycles.

Underperforming Salespeople are Costing You Far More Than You Think

The Sales Hunter

Blog leadership Professional Selling Skills Sales Development Training Sales Motivation Sales Training Sales Training Program Sales Training Speaker Sales Training Tip low sales performer sales management sales performance sales training underachiever webinar The low-performing salesperson is costing you far more than you think.

Sales Tips: Who Owns the Pipeline?

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Few organizations try to sell their sales staff on benefits they may derive from CRM software. Sales Tips: Who Owns the Pipeline? The point of my last article was that the integrity of data determines how accurate CRM forecasts will be. The people most willing to embrace change are those that derive benefit.

Jeffrey Answers a Question about Cold Calling via Email | Sales Training

Jeffrey Gitomer's Sales Blog

Overcoming Objections Productivity Sales Videos How to Improve Selling Skills how to sell sales management training sales video We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Sales Tips: No More Excuses

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. "I That is the essence of CustomerCentric Selling®. Or if you're a salesperson reading this, do you want to arm yourself with the sales skills, strategies, and tactics to become better, more successful, and a more valuable salesperson to your employer? I could have won that business.

Sales Tips: "Quote and Hope" Proposals Don't Sell

Customer Centric Selling

Sales Tips: "Quote and Hope" Proposals Don't Sell. By John Holland, Chief Content Officer, CustomerCentric Selling®.

12 Reasons Why Your Friend Should Not Be in Sales

The Sales Hunter

Blog Professional Selling Skills Sales Development Training Sales Motivation Sales Training sales motivation salespeople It’s time to give you the information you need to help you tell your friend that they’re simply not cut out for sales. I know it sounds like I’m being harsh.

Antennas Up! Why Paying Attention Pays Big

Jeffrey Gitomer's Sales Blog

Sales Success Jeffrey gitomer sales success sales training selling skills We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

The Myth of the Natural Salesperson

Tom Hopkins

The post The Myth of the Natural Salesperson appeared first on How to Selling Skills. Selling Skills sales skills sales training selling skills tom hopkins sales trainingIt's sad, but true, that many people think they can't do well in sales because of The Myth of the Natural Salesperson. Understanding People’s Natural Fears.

Why Leadership in Sales is So Important

The Sales Hunter

Blog Professional Selling Skills Sales Motivation Sales Training leader leadership sales leader sales leadership salesforceYou know I talk a lot about sales leadership. It’s one of the most important aspects that separates average people from those who are genuinely great. This is part of their “Series Pass,” their exclusive […].

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10 Tips for Successful Selling

The Sales Hunter

Here are the 10 best tips for successful selling. I based these tips on my 30+ years of selling and working with hundreds of organizations and thousands of salespeople. Blog Consultative Selling leadership Professional Selling Skills Sales Motivation Sales Training Tip prospect sales motivation sales tips selling success success Be consistent.

Sales Tips: Garbage In, Garbage Out

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Tips: Grading Opportunities - Garbage In, Garbage Out. As computers proliferated, a new acronym was coined to summarize what was probably the biggest challenge to IT: GIGO (Garbage In - Garbage Out). Ultimately programs process data by executing rigid rules. By the mid-90’s SFA needed to die and was replaced by CRM.

Being Really Good is Just the Entry Fee

The Sales Hunter

Blog leadership Professional Selling Skills Sales Development Training Sales Motivation sales leadership visibilityIs what you’re doing marketing and I mean really good marketing? My friend David Avrin has just written a book, Visibility Marketing, where he digs into the idea of marketing with a particular focus toward small business. David has some unique thoughts.

Who is Your Sales Meeting Benefitting?

The Sales Hunter

Blog leadership Professional Selling Skills Sales Training Program Sales Training Speaker Sales Training Tip sales leadership We all have sat through good and bad sales meetings, and it’s time to get serious about what I see happening far too often. The problem is the weekly sales meeting the manager has with their sales team. You know what I’m talking about.

Sales Tips: Buyer Intelligence Is Direct Catalyst for Increasing Sales

Customer Centric Selling

Sales Tips: Why Accurate, Actionable Buyer Intelligence Is a Direct Catalyst for Changes. By Heather McDougald, Director of Sales Operations, Primary Intelligence.

How to Keep Clients Happy

Tom Hopkins

Mastering selling skills to gain new clients is one thing. The reality of selling is that buyers can change their minds about doing business with you rather […]. The post How to Keep Clients Happy appeared first on How to Selling Skills. Selling Fundamentals. Learning how to keep clients happy is another. Related posts: The Buyer’s Mindset.

Buyer 31

My Top 10 Sessions to Attend at Dreamforce ’14

The Sales Hunter

Blog Professional Selling Skills Sales Development Training Sales Motivation Sales Training Sales Training Program dreamforce sales motivation sales training salesforce Dreamforce ’14 is October 13-16 in San Francisco. It’s clearly a “must attend” for anyone in sales, marketing or technology positions, regardless of the company where you work. Two things make it “must attend.” First is the level of networking. Anytime you put more than 100,000 business people into one area, there are bound […].

Why Social Selling is Neither “Social” Nor “Selling” to Most People

The Sales Hunter

What’s your definition of social selling? When I hear people say “social selling,” I want to choke because of how I see people defining and then doing “social selling.” ” Too many salespeople are trying to turn social selling into something it’s not as a way to practice […]. Blog Cold-Calling Networking Professional Selling Skills Sales Development Training Sales Motivation Sales Training network networking prospect prospecting sales prospecting selling skills social media social selling

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Sales Tips: Leaders Are Readers

Customer Centric Selling

By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling®. Sales Tips: Leaders Are Readers. I was recently invited to address my son’s high school Accounting/Junior Achievement class to share with them my journey as an entrepreneur. Much to the horror of my kids, I accepted. Not a single hand, including those of my own kids, was raised. Not me. Truman.

Sales Words and Phrases to Avoid at All Costs!

Jeffrey Gitomer's Sales Blog

Sales Jeffrey gitomer sales tips sales training selling skills We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Sales Tips: Quality Control and Seller Productivity

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. As is often the case, selling has resisted productivity improvements resulting from implementing technology. While the inventions of the automobile and telephone dramatically changed the landscape of selling, recent technologies have had smaller impacts. Sales Tips: Determining "Forecast" vs. "Sunshine Pump".