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Buyers Don’t Buy What You Sell….Buyers Buy What Will Change Their Future

MTD Sales Training

In many salespeople’s minds, the most important thing they need to improve is their product knowledge. They think that if they have an in-depth knowledge of everything their product does, they will. [[ This is a content summary only. Sales Tips how to sell your product offering your client something for the future using emotions to sell your product

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Your 12-Step Action Plan For A Great Sales Demo


“A demonstration is one of your best sales tools if you have a high-quality product. It helps get a prospect interested and excited about your solution, and is also an effective way to address the prospect’s specific product-related concerns.” – Neil Kokemuller.

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6 Rules for an Effective “No Negotiation” Policy

The Sales Hunter

Sales team must understand and believe in the product offering. Does your company have a “No Negotiation” policy when it comes to sales? If not, I highly encourage you to get one in place. Once the policy is implemented, there are six rules to follow.

Sales Tips: How to Execute a Top-Down Selling Approach

Customer Centric Selling

Top-down vs. bottom-up sales approaches for complex B2B offerings are polar opposites. Whether a nurtured lead or a proactive contact to mid or low-level staff, the primary focus of the early stages of opportunities will primarily focus on product and price.

Are you Guilty of Customer Inexperience?

Babette Ten Haken

So you sell smaller projects and product offerings. Customer inexperience happens. Even within the most well-oiled enterprise. Or the startup seeking venture capital funding. Or the small contract manufacturing and assembly company.

Product pitches – nothing dies harder than a bad idea

Sales Training Connection

Product sales pitches. If you are an avid reader of sales blogs, it’s likely you will come across three or four blogs a week about the secret sauce for creating a winning product pitch. But the product pitch hasn’t and that’s a problem. Why are product pitches a bad idea?

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Sales Tips: Bad Assumption #7 - Executives Are Interested in Offerings

Customer Centric Selling

Sales Tips: Bad Assumption #7 - Executives Are Interested In Offerings. Companies that don’t provide messaging guidance on how to make calls on executives do a disservice with the significant amount of product training they provide. They want the “Cliff Notes” version about offerings.

The ultimate sales guide to setting and discussing pricing


There’s an old joke in sales about selling products at a loss but making it up on volume. There is a scientific way to figure out the optimal price point for your product. How to find (and test) the ideal price for your product or service. Restricted features + Premium offerings.

7 Ways to Kill Sales Training

Sales Benchmark Index

Internal processes, titles, product/offering names, even names of personnel are in the customization. Sales Leaders leverage Sales Training as a tool for improvement. HR Leaders in Learning and Development get tasked with making it happen.

Get Ready for the TilLT Sales Development Challenge

DiscoverOrg Sales

Teams focused in this area are tasked with the front-line communication required to open the eyes of prospects to the pain-point solving their product offers. Tailored Conviction & Authenticity: Make Them Believe Your Faith in the Product.

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

So the challenge that marketing and sales teams face when selling through indirect channels is effectively arming reps with compelling content that positions their products correctly against competitors and in a way that is focused on buyer needs.

How to Organize Your Sales Force to Generate More Revenue

Sales Benchmark Index

New product launch failures. Product – similar to industry. However, your reps in this model are organized by specific product offerings. Make the # by: Leveraging product expertise to sell more of each one.

Competencies That Influence Sales Success

Anthony Cole Training

Other contributing factors might be the direction of a company or its product offering or it's pricing strategy. Sales Success is influenced by many factors. The economy being a major one in that it has a significant impact on 'consumer and business confidence'.

Superconsumers – A Simple, Speedy, and Sustainable Path to Superior Growth

Mukesh Gupta

Your product or service addresses a part of their life aspirations and hence they are attached to your category. Unlike traditional heavy users, Super-Consumers combine big spending with high engagement and deep interest in new uses for a product.

The circus known as Dreamforce and the company behind it: A 2014 Retrospective

Brian Vellmure

A key unifying thread to their messaging and product development is that they are simultaneously modularizing and consolidating the elements of computing to meet the needs of customers.

The Wrong Way to Ask Sales Questions

The Shameless Sales Blog

I was thinking this morning about approaching a potential new business partner to products for my wife's business. So your product is mostly for women? He would now be thinking that I only have a product offer appropriate for a market of women aged 30-55 years old, when in fact this product is not limited to just women, or that age demographic. So don't color your questions with information about your product.

2012 Top Sales & Marketing Awards – Finalists Announced

Jonathan Farrington

I am confident that all of our nominees will have demonstrated that they won through not solely because of the excellence of their product offerings, but also because they wanted success badly enough … they wanted to win.

How Sales Operations Can Link Product Management to the Buyer

Sales Benchmark Index

In spite of this, what if the buyer awarded their business to a competitor because your product simply isn’t good enough? Then consider this: Your product is not competitive. It is time for Sales Operations to inform the Builder of the product. Be valuable to Product Management.

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

Products Offerings: Existing products and/or services, new products and/or services and planned price changes? Are trends emerging in the marketplace that align with your offering? Do you wish to increase account penetration with core products?

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Sales Tips: Do You Know the Difference Between Buyers and Researchers?

Customer Centric Selling

For complex B2B transactions I struggle to accept this statistic and wanted to suggest two (2) separate and distinct activities that must be completed before B2B buying decisions are made : Product/offering research and evaluation. Entry points at lower levels learn about products.

The Five Words Which Really Excite C-Lounge Residents

Jonathan Farrington

Thinking about that last paragraph, there is one sub-statement that really stands out “give the customer what they need or want” But what if we are selling a product/solution/service that the suspect/prospect doesn’t know they need or want? Now, when you think about your solution/service/product offering, can you prove that it can achieve any of those five objectives?

Who to sell to is changing – what are you doing about that?

Sales Training Connection

and “are our product offerings configured so that the new buyers find them compelling?” Buying process. In a recent survey Bain found that “nearly 1/3 of the technology purchasing power has moved to executives outside of IT.”.

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How To Create A Sense Of Urgency In The Sale

MTD Sales Training

As an example, let’s imagine one of the benefits your product offers is that it helps the client save money on his or her delivery costs. As an example, if they will save money with your product, then they have to be losing money without your product.

Sales Excellence Studies Propagate Mediocrity

Understanding the Sales Force

Most are simply seasoning to make their product offerings smell and taste better. (c) Understanding the Sales Force by Dave Kurlan If you conduct a Google search for "sales excellence studies" , you'll find more than 20,000 results.

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Money Monday – Gain Confidence

Score More Sales

This is easier said than done when you are new to the company, new to the sales role, or you have new products and / or services to sell. To sound confident, you must FEEL confident – and quickly ramp up on an understanding of new products and services your company has begun offering.

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13 Signs Your Sales Turnover May Get Worse

Sales Benchmark Index

Your products or offerings monopolize the market. You have pure commodity products/offerings that sell themselves (consider inside sales!). “Do we have a sales turnover problem that needs to be fixed now?". HR is busy filling open Sales Rep positions.

What Makes You Different?

Partners in Excellence

If we focus our differentiation on our products, solutions–too often, the only differentiation is our price. Some years ago, Geoffrey Moore suggested that what makes you different wasn’t the product–but the total product or extended product offering.

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Sales Tips: Who's Driving the Bus?

Customer Centric Selling

For complex B2B offerings costing more than $50,000 (a figure I’ve arbitrarily chosen) the landscape should be considerably different because there are many people involved in what becomes a committee decision. The questions become: Who does most of the work in evaluating offerings?

How To Create Urgency In The Sale

MTD Sales Training

You offer a price discount as an inducement, but still the prospect sees no reason to buy TODAY. As an example, let’s imagine one of the benefits your product offers is that it helps clients save money on their heating costs. The sales interaction went well.

Cutting Your Price to Close a Sale is Cheating Your Customer

The Sales Hunter

Merely giving a discount and not changing the product offering in some manner is simply dumb. Are you willing to cut your price to land a new customer? Unfortunately, far too many salespeople are willing to do so.

How building a Buyer Persona from our CRM data skyrocketed our sales


We all believed we had a great product but it was just not selling like it should. The CEO built the product because he could see the monetary benefits of high performing teams. Some further investigation revealed that our product just wasn’t high enough on their agenda. We used their language from past sales conversations and described the product and problem in terms they could relate to. Tailor campaigns and offers to specific persona.

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Inside Sales Power Tip 105 – Compete

Score More Sales

You collaborate with partners to make a new services or product offering that was not created before, allowing for a bigger win to all involved. It helps to have a competitive spirit if you have chosen sales as your profession.

Sales Tips: How to Setup Your 2015 for Success

Customer Centric Selling

Products Offerings - existing products and/or services, new products and/or services and planned price changes? Are trends emerging in the marketplace that align with your offering? Do you wish to increase account penetration with core products?

Best Strategies For Upgrading Your SaaS Users

Software Business Blog

As the SaaS model continues to gain traction, businesses will be required to adjust their offerings to meet the varying experience and sophistication level of their customers. When designing your product offerings, be sure to align the pricing with the value provided.

Sales Alert: Brand Capital

Steve Schiffman

A recent newspaper reported that certain products have “brand capital” – meaning they are so well known and accepted by the various buyers, that the sale is not that difficult. The point is that certain brands and products are handed down from person to person and therefore everyone is used to the sameness that they receive each time. We also have to examine where and why the buy originally took place and how that prospect was introduced to the product.

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6 steps to get sales and marketing working on the same team


A marketing qualified lead has actively engaged with your products offering but may not be explicit in their intention to buy, i. For instance, a VP-level lead from a mid-sized company who has visited the pricing and product pages, will score higher than a single user who downloads a generic whitepaper. Product marketing – Middle of funnel, product-centric, selling features. Tactic: Offer solutions to customer pains/challenges.

Sometimes Your Strategy Will Fail

The Sales Blog

The Best Product, Not. You can lose with the best product the world has ever known. Some people don’t believe they need the very best product available. Other people don’t believe they deserve the very best product. Sometimes your strategy will fail.

How to Acquire Customers that Convert

Software Business Blog

If they viewed a product page, you can display an ad that centers around your product offerings. Everyone has arrived on a page, excited to read an article or see a specific product, only to be bombarded with an overlay that prevents them from viewing what they’re there to see.

Limiting Choices Increases Results

The Pipeline

Many business owners tell me that they stock or offer a wide range of products or services to ensure that they can meet the demands of all comments. Further, their expertise is not product related, but related to helping the prospect achieve their objectives.

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The Five Words Which Really Excite C-Lounge Residents

Jonathan Farrington

Thinking about that last paragraph, there is one sub-statement which really stands out – “ give the customer what they need or want ” But what if we are selling a product/solution/service that the suspect/prospect doesn’t think they need or want?