5 Star Selling

Are Traditional Customer Relationships Overrated?

5 Star Selling

I recently read an article by another Sales Trainer saying that “traditional relationship building is overrated” and clients or potential customers don’t need more “friends”. I couldn’t disagree more. In my view developing relationships builds trust. Unless you are involved in a quick one time sale (and I think fast relationship building is important there as well) continued trust between buyer and seller is paramount to developing ongoing business.

Tune up Your Selling Skills

5 Star Selling

Often salespeople who have been selling for several years will find themselves becoming complacent and doing the same things over and over again. They end up going through the motions and sometimes it works and often it doesn’t. And even some new people fall into that rut very quickly. It takes real effort to make changes and refresh your skills or take on new ones. If this is something that happens to you from time to time, I would recommend a few approaches.

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The Relatonship Between Price and Benefits

5 Star Selling

If you are selling a commodity (Product X vs Product X) it generally comes down to price and if that’s the same you have to sell the attributes and service of your company. If price is the objection, one normally has to be competitive and then go through the other things. If selling Product X vs Product Y, your sales people need to know the comparative benefits of your Product X in the specific situation the product or service will be used, especially if there are many of them.

Top Companies Attract Top Talent

5 Star Selling

I was recently reading a blog posted by business strategist John Spence that talked about how companies attract top talent. Of course he was referring to talent for many different positions, but I thought the same company attributes would attract top sales talent as well. He listed the following. Fair Pay. Being paid approximately the same for the same job or work at other companies. Challenging work. Top performers want work that engages them and uses their skill sets. Cool Colleagues”.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

Check Your Attitude

5 Star Selling

Do you have a winning attitude? You should know that your attitude can make the difference in success and failure. If you don’t think you can achieve something you probably can’t. So how can you develop a positive and winning attitude? Associate with others who have a positive attitude. Their enthusiasm, optimism, and “Can Do” spirit will rub off. Eliminate the negatives in your life and accentuate to positives.

In a Slump….Check Your Fundamentals

5 Star Selling

What do the athletes do when facing a slump? They start by making sure they check the fundamentals to make sure there are no problems there. The same should be true for sales professionals that feel they are no longer on top of their game.

Calling With Management

5 Star Selling

Management can help you reach top people and other important people at your accounts. This practice is referred to as “calling in depth,” so you will still be hooked in if your primary contact is transferred or moves to another company. They can help with continuity at the account when you are new. They can help you develop relationships you might not have been able to achieve on your own, which can pay big dividends when negotiations are needed or problems occur.

Take Notes or Not?

5 Star Selling

I believe taking notes is very important (even though I had a good memory) so I found a pretty foolproof method to do that on sales calls. I came into every sales calls, even first-time calls, with a series of things I wanted to cover and I had the list on my Day-Timer, PDA, or Tablet, and laid it out on my lap or on the edge of the desk so the contact could see it.

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Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

Use Your Time Effectively

5 Star Selling

Have you ever gotten to an appointment early or the contact you were going to see is delayed and you end up sitting around waiting for a while. Why not, if you can do it without disturbing them, spend a few minutes chatting with the receptionist or other people who may be in the surrounding area. Sometimes you can pick up a lot of good information from those folks. And in small companies, these people may wear several hats and even be involved as buyers or gatekeepers.

Focusing a Sales Call

5 Star Selling

Someone asked the question “How do you focus your prospect when a sales call is getting away from you? Once you see that things are disintegrating and going everywhere (and nowhere), I think one of the best techniques is to regroup and say something to your prospect like “We seem to be trying to cover too many things at once.

People Buy From People

5 Star Selling

Everyone’s heard the phrase “People buy from people”. It may seem simple and obvious, but what does that really mean? In face to face selling it means that the salesperson’s attributes are some of the most important factors in selling the customers they encounter. Is the salesperson likable? Is their personality appealing or is it abrasive, obnoxious or in some way off-putting.

Think Win-Win

5 Star Selling

Negotiating can be a tough skill to master, but when negotiating the best result is usually a win-win solution. This is not always achievable, but a win-win result leaves both parties feeling good and sets the stage for continuing future business. One of the best ways to achieve this kind of solution is to try to cast yourself and the other party on the same side of the problem so that you are working together to resolve the issue in a satisfactory manner.

Record Creative Ideas

5 Star Selling

As a salesperson you will often encounter situations that will give you creative ideas about how to respond. Record these ideas as they occur and encourage management to include a “creativity session” during the sales meetings where your ideas and those from other salespeople can be shared with the group. Your “group knowledge” will expand significantly as these sessions are continued. Lee Davis. Blog Sales Insights

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Treat Everyone with Respect

5 Star Selling

Treat everyone in your customer’s organization with respect, from the receptionist to the president. People learn what you are like by watching how you treat those who cannot necessarily help you. To help you with this, realize that they have their own skills and talents and can do some things better than you. Respect them for it. Lee Davis. Blog Sales Insights

Motivating Employees: Money Isn’t the Solution

Pipeliner

Many employers believe that money is the most effective motivator. The problem is that this method gets expensive and doesn’t work as well as positive, non‑monetary motivators.

My Third Year of Sales

Pipeliner

My third year of sales, I once again had a new job. This one was more exciting than the previous two as I was finally working for a credible company. I was ready to try my hand at selling to Fortune 500 and 100 companies.

Old Habits & Old Technology

Pipeliner

Sometimes I wish I could pick David Meerman Scott’s brain on a daily basis because every time I speak with him he comes out with some outstanding pearls of wisdom. These simple yet extremely powerful insights have influenced my thinking on more than one occasion in the past.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

30 Things I Learned Making 3,000 Cold Calls in 30 Days

Pipeliner

When it comes to building a business, there is a huge difference between being an expert and being an entrepreneur. Experts come up with great ideas, products, and solutions, and that’s fantastic, but entrepreneur know how to make a sale, and without sales, you have no business.

3 Deadly Sales Training Mistakes (and How to Fix Them)

Pipeliner

PRODUCT AND SALES TRAINING ARE ONE. In interviewing buyers, one of the biggest complaints we hear about is the “walking product brochure.” Reps that aren’t customer issues oriented and are hyper focused on product are dead in their tracks. Customers can gain product knowledge in a myriad of ways.

Sales Reps: Do the Right Thing

Pipeliner

For 12 years, I taught the subject of “Personal Selling” as an adjunct professor at Loyola University Maryland. A textbook was required in class by the academic-industrial complex, and once in awhile I actually used it–often to highlight the crazy ideas that PhD.s

The Job of a Sales Manager: What It Is and What It Is Not

Pipeliner

Is there any role in any industry with less clarity and consistency? This is an article for people who hire Sales Managers.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

The Distinction Between SALES and SELLING

Pipeliner

The way I came to name my consulting firm “The Selling Agency” came from colleague feedback. This very sound advice pushed me to focus on the actual experience, core competencies and key deliverables that would be received by my clients: Narrowing and eliminating the gap on missed opportunities.

Five Tools Every Sales Manager Should Have

Pipeliner

During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful. After thinking about all the possibilities and responsibilities that any sales leader faces I answered the question with the list below.

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How Do You Respond to “Sell Me This Pen”?

Pipeliner

It’s a pair of classic scenes from The Wolf of Wall Street. Former stockbroker Jordan Belfort, played exceedingly well by Leonardo DiCaprio, challenges top sales executives to sell him the pen he has just extracted from his pocket.

Buyer 224

Sales: never give up if you want a mammoth deal

Pipeliner

The sales pitch is made. The value proposition is articulated in impressive fashion. The client’s objections are addressed. The story is compelling – savings are available with amazing value being offered. The client has given many positive signals that they are interested in the deal.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Why Doesn’t Your Sales Training Work?

Pipeliner

Last week, I left yet another meeting in which the executive wanted to schedule a training class as a solution to a development problem. This short sightedness occurs so frequently that it really frustrates me, and I know I’m not alone.

Why Is My Sales Team Losing Momentum?

Pipeliner

Your sales team is performing well, you are reaching out to new prospects, turning them into new customers and revenue figures are looking healthy. Suddenly, however, things start to change. Your team is finding it harder to close deals and the percentage of staff achieving quota is falling.

The Art of Negotiation: How to Deal with Complex Clients

Pipeliner

Negotiation has existed since the beginning of times, as it’s a fundamental part of our existence. We first negotiate with our minds, and then with the exterior world. In the present times, negotiation has become a whole different concept.

Sales Manager Micromanaging You? Here Are 3 Reasons Why

Pipeliner

Salespeople very often say, “I don’t like to be micromanaged.” You can’t blame them–nobody likes it when someone is constantly checking or double-checking their activities.

8 Components of a World-Class New Sales Hire Onboarding Program

Pipeliner

Been thinking that revenue targets would be easier to crush if your new hires would ramp up to speed more quickly? You’re spot-on, my friend. Best-in-class onboarding (or new hire training) programs go well beyond the standard “Welcome to the company” orientation and dive into actual job training.

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4 questions to help you engage with a prospect

Pipeliner

My definition: a prospect is an individual who has (according to a predefined set of criteria) exhibited the potential to benefit from a product or service offered by an organization. The challenge is to turn the potential to deliver an economic benefit to the organization into a reality.

How to Make the Sales Experience More Personal

Pipeliner

I’m a client success manager at TechnologyAdvice , where we help connect buyers and sellers of business technology. In addition to serving consumers, we also work with vendors to grow their customer base through our unique demand generation programs.

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7 Things Salespeople Do to Stand Out

Pipeliner

It’s not about being number one in sales, it’s about what they do consistently day-in and day-out did to achieve the leadership position. Standout salespeople are judged by their means to the end not merely by the end itself. This is their profile. They are consummate team players.

Stop Chasing the C-Suite

Pipeliner

A client and I were chatting over steamy hot chocolate and scones (yes, I have the best meetings) when suddenly this Director of Demand Generation turned very serious. I could see her body tense as she asked, “So, how can we get to the C-suite?

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