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You Have to Act the Part to Become the Part

Sales and Management Blog

We had a coach who would tell us that in order to become the player we wanted to be, we had to act the part to become the part—that is, we had to act like good football players in order to become good football players. Acting the part didn’t mean trash talking, acting like the school stud, or grandstanding. Acting the part meant imitating the play of a quality player—doing those things that the good players do that make them good. .

ACT 55

When Buyer and Seller Act as Partners, They are Building a Bridge to Profitability

Jonathan Farrington

On-going research demonstrates that today’s average salesperson is just as effective as the high performer in explaining features and benefits effectively, relating a service or product to customer needs and closing a sale. Too often operating on old sales theories means training and rewarding people to do the wrong things.

ACT 85

When the Buyer and Seller Act as Partners, They are Building a Bridge to Profitability

Jonathan Farrington

Ongoing research demonstrates that to-day’s ‘average’ salesperson is just as effective as the high performer in explaining features and benefits effectively, relating a service or product to customer needs and closing a sale.

ACT 77

Jonathan Farrington's Blog ? In Business,Without Integrity We Have.

Jonathan Farrington

“Sincerity” is a much-used word in relation to selling. Integrity implies a consistent kind of honesty: acting outwardly the way you truly feel inwardly. But do this, we must be open and honest – this is and always will be the essence of good commercial relations.

Drive sales innovation by bottom up entrepreneurialism

Sales Training Connection

A good case in point is the health care market where the Affordable Care Act plus other social and economic trends are transforming the health care landscape. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Irrelevance Avoidance Training (or How to Avoid Being Irrelevant)

The Sales Blog

Irrelevance Avoidance Training (or How to Avoid Being Irrelevant) is a post from: The Sales Blog | S. You are relevant when you act as part of your client’s management team, helping to produce the outcomes that they need and helping them to create their future. Author : Buffer, Inc Website : [link] --> Related posts: Training Your Clients to Negotiate Price and to Expect Discounts Training Your Clients to Negotiate Price and to Expect Discounts.

MedTech sales – the declining advantage of superior technology

Sales Training Connection

As the future unfolds, the Affordable Care Act and other social and economic changes will significantly reduce hospital reimbursements. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Medtech sales.

Sales Tips: WHY Good Sales Teams Lose

Customer Centric Selling

By understanding your performance in relation to other firms, you’re more accurately understanding your relative areas of strength and weakness, leading to success or failure. It’s also important to act upon buyer feedback, particularly when it’s constructive in nature.

Buyer 36

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

Now is the time to act. It will train them not to simply find out what the customer wants to buy, but assist the customer in what would be important. Sales Management Training Exceeding your Summer Quotas.

Quota 90

Sales Leadership The Talent of Correcting Others

Increase Sales

This capacity is directly related to the person’s balance in their ability to evaluate others, and be empathetic.” Sales Training emotional intelligence Innermetrix sales leadership talent assessment top sales performers

New business from existing business is smart business

Sales Training Connection

Observe what is happening in overall ongoing expense management and related capital budgeting. Think about leveraging literature, speeches, research, stories you’ve heard that relate to the customer’s agenda or you know are of particular interest to the individual.

Sales Managers Only Have One Real Goal!

Partners in Excellence

Some of the laundry list items include: Make sure the team makes the number, develop the strategy, manage the forecast/pipeline, manage performance, recruit, train, coach, and on and on. Related Posts: Do You Deserve To Be A Manager? No related posts.

The Power of Why – A King’s Fable and Lesson in Leadership

Keith Rosen

Here’s a parable everyone can relate to when it comes to developing personal connections, strengthening relationships and becoming a transformational leader; and king. The king was getting discouraged, wondering if anyone was capable of thinking and acting like a successful king.

Keeping Sales Competencies at the Heart of Customer-Driven Selling

Pipeliner

The competencies necessary to conduct a consultative sales dialogue are what we at Richardson call the Six Critical Skills : presence, relating, questioning, listening, positioning, and checking. Training Industry Inc. Align content and technology with organizational initiatives.

The How of Heart

Sharon Drew Morgan

We’re finally recognizing the efficacy of acting with humanitarian values! We know we should go to the gym more often, or eat healthy; we know we should allow our relatives to have disparate political viewpoints. This is the problem with conventional training and Self-Help books.

When Do You Do Your Best Selling?

Partners in Excellence

Top performers, also, act differently after the deal is done. Related Posts: All Revenue Is Not Created Equal! No related posts.

What Does It Take to Sell to This Fortune 500 Executive?

Dave Stein's Blog

Executive Conversation’s consultant had done a terrific job in a relatively short period of time. And seeing credible financial rationale is the key requirement for business decision-makers to act in these uncertain times.

Social Media Training Vancouver | Social Media Podcast and Sales.

Social Media and Sales Strategy

Anthony Caridi and I host this social media training event here in Vancouver on the fourth Tuesday of each month. January 25, 2011 · Filed Under Internet Marketing and SEO , Marketing and PR , social media , social media tips , social media training. link] Hispanic-booking-acts.

ROI 4

Selling Ideas to Colleagues

Sharon Drew Morgan

They need your information, but cannot act on it until they’ve agreed to, and have a route toward, congruently changing what they’re already doing (Anything ‘new’ added to something that exists is a change management problem.).

Sales Mgmt: Achieving Balance: Fear vs Respect

Your Sales Management Guru

Additionally, when your team fears you, they may make more missteps because they aren’t acting naturally and instinctively, but are trying too hard to please you. Be stern but relatable. Sales Leadership Training Sales Management Sales Management Consulting

Coaching My Team is Harder Than I Thought! A Coach the Coach Conversation

Keith Rosen

I kind of get that but I was thinking more work-related. Not, “The act of instilling my expectations into the conversation and driving my own personal agenda.”. I kind of get that but I was thinking more work-related.

3 Ways to Put Potential Clients at Ease

Tom Hopkins

I’ve seen some salespeople in financial services so intent on controlling the sales process that they act like demanding choreographers training young dancers for a Broadway show. Related posts: Understanding Your Potential Client’s Fear When Selling Financial Services.

ACT 10

Brain Tricks And Writing It Down

Partners in Excellence

There’s something about the act of “writing” and how our brains process what we are doing that has a profound impact on what we do. Related Posts: In Praise Of Templates, Checklists, Complete Sentences, And… It’s All In Your Head! No related posts.

ACT 24

Accelerate a Deal to Close

Empowered Sales

Most sales professionals suffer from challenges related to opportunities that never seem to close, or prospects that just don’t seem to take that final step. Many of these recommendations relate to customer intimacy. Empowered Sales Training offers custom programs for sales success!

On Becoming 70

Sharon Drew Morgan

Professionally, I’ve written books; developed, scaled, and trained my original thinking in training, decision making, and change; coded how people hear each other (or don’t); and founded a non-profit. As a kid I had fantasies of what the rest of my life would be.

What Makes A Decision Irrational?

Sharon Drew Morgan

After spending 30 years deconstructing the inner processes of how people decide, and training a decision facilitation model I developed for use in sales, coaching, and leadership, I’m always amused when I hear anyone deem a decision ‘irrational’.

Write Content That Facilitates Buying Decisions

Sharon Drew Morgan

By sticking to data push, you’re missing an opportunity to make your content an interactive experience that enable the act of decision making. My goal was to offer corporate teams a one-day Listening Without Bias training.

Data 23

9 Principles of Effortlessly Effective Networking

Keith Rosen

Networking is the act of meeting new people, in a social setting, with the intention of having a mutually rewarding conversation that would create a relationship which would ultimately lead to new selling opportunities.

Lead identification – exploring where success beings

Sales Training Connection

When obtaining a reference from an existing customer contact there is a balancing act to keep in mind. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Lead Identification in B2B Sales.

The 30-second Elevator Presentation

Tom Hopkins

In more common terms, it’s often call “the elevator pitch,” but those of you who are already familiar with my training, know that “pitch” is one of the nasty words I teach [.] Related posts: Rapport Building – Step 8: Act Relaxed.

ACT 34

The Secret to Overcoming Objections: Don’t

Keith Rosen

As such, you’re serving people the way they want to be served and always act with their best interests in mind. You can also leverage the following, more specific budget related questions: May I ask, is it that you have no budget now and there may be budget in the future?

Tired of All Those Fake Sales Experts? Here’s a Real One.

Dave Stein's Blog

I interviewed Richard Lane, partner at UK-based durhamlane , a relatively new player in the sales effectiveness space. In order to excel in this new economy we must think and act as business professionals. DS: You’re running a relatively new sales performance improvement firm.

Neuroscience Confirms We Buy on Emotion & Justify with Logic & yet We Sell to Mr. Rational & Ignore Mr. Intuitive

Insight Demand

We know this to be true, because neuroscientists have been able to catch the conscious mind red handed in this act of deception. Using customer scenarios/stories works for precisely the same reasons that flight simulators are better for pilot training than stacks of instructional cue cards.

Just Because I Downloaded Your eBook……

Partners in Excellence

Marketing and sales really need to get their acts together. Sales people apparently are either poorly trained, so inundated with leads, under pressure to process leads quickly, that they don’t take the time to do basic research: Who is this person, What is the company, Do they represent a good prospect, Are they worthy of a call? Related Posts: Automation And Customer Intimacy When We All Do The Same Thing, How Do We Stand Out? No related posts.

eBook 27

Sales Leadership: 2013 Sales Theme

Your Sales Management Guru

While every plan should include goals and objectives for training, marketing and sales incentive programs; it is also the perfect time to consider how you will maintain your sales team’s emotional focus on exceeding your goals. Sales Leadership: 2013 Sales Theme.

I'm Too Busy - Igniting Sales Transformation

Igniting Sales Transformation

In selling, the more informed you are about a variety of topics, the easier it is to relate to people at all levels. Igniting Sales Transformation. The New Handshake Book. Services. Resources. Presentations. Interviews. About. Executive Team. Contact. March 4, 2014 I’m Too Busy.

Hire High Performance Sales Teams # 2

Your Sales Management Guru

Failure to achieve revenue targets, manage customer relations and deliver service can be traced directly to hiring people unequipped to carry out their assigned roles. The following information is used in our online video training course for sales managers: https://app.wagmob.com/ken/.

The End of Solution Sales

Your Sales Management Guru

This article makes one take a deep breath and a step back to reconsider how we as sales leaders not only address the market but also train our sales teams to become more professional. The authors make the point that is similar to any sales training program that entering the account prior to the RFP and understanding the customer’s issues early on is a good way to counteract the “bidding process. Can the customer act quickly and decisively? The End of Solution Sales.

Tired of All Those Fake Sales Experts? Here’s a Real One.

Dave Stein's Blog

I interviewed Richard Lane, partner at UK-based durhamlane , a relatively new player in the sales effectiveness space. In order to excel in this new economy we must think and act as business professionals. DS: You’re running a relatively new sales performance improvement firm.

Principles Of Sales, Part 1—Interactions Between People

Partners in Excellence

The quality of the connection we make is critical, but is related to the commitment we expect from each party involved in the interaction. Likewise, what we hear and how we act on it may not be what the speaker was intending. If we are selling to one person, the connection and interaction is relatively simple. A lot of these things we can train and coach. Yet very little of our “sales training” focus on these. No related posts.