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Aligning Customer Objections to the Buying Process

Sales Benchmark Index

Fix your sales problem in 5 easy steps – sounds great, doesn’t it? One of the biggest problems for sales reps is customer objections. In this article I will address an alternative way to look at objection handling – from the point of view of the buyer.

Less is more when handling objections

Sales Training Connection

Handling objections. Initially the logic of not handling an objection immediately may sound counterintuitive – but when it comes to dealing with objections not only what you say but also when you say it is key to success. In fact, it’s a core sales skill.

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All-Time Top Kurlan Sales Article

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As promised for today, I'm revealing the single article, from among my former 999 blog articles which my readers voted "best", to be my 1,000th post. Many people are not going to like this article.

Sales Training Article about Ignoring Evolution

Customer Centric Selling

Sales Training Article: Ignoring Evolution. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sign-up for a CCS® sales training workshop to learn the customer-centric approach to selling.

Jonathan Farrington's Blog ? How To Construct and Implement a.

Jonathan Farrington

How To Construct and Implement a Successful Business Development Strategy. ” A significant initiative within that exercise was submitting articles for publication. In fact, if you ever doubt the value of writing articles, simply Google “Business Development Strategy”.

What the Future of Sales Onboarding Looks Like (SaaS Sales)

Sales Hacker

Many sales leaders think their onboarding process stinks… . According to Bridge Group, 26% of sales leaders list ramping new reps as their top concern. Luckily, tech-enabled sales teams are getting much more sophisticated about how they provide sales coaching and enablement.

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Sales Training is Only One-Third of What You Need to Be Doing for Sales Enablement

Sales Hacker

If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. What sales enablement isn’t. What sales enablement is.

Is the Pendulum Swinging Back?

Braveheart Sales

If it isn’t obvious from my many posts using the Objective Management Group’s database, I love to mine facts on salespeople. Is this change signaling a shift back to the good old days where everyone went into sales because of the unlimited earning potential?

How to Run An Ultra-Effective Daily Sales Huddle

Sales Hacker

Few would argue with how important it is for sales leaders to meet with their sales people on a regular basis. Common interactions typically include the monthly or weekly 1-on-1, sales kickoffs, weekly sales team meetings , and the quarterly performance review.

33 Sales Tip & Techniques

MTD Sales Training

Here are 33 tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. If you get a sale, learn what went right so you can repeat it and improve it. If you lose a sale, learn what you can do differently, so you can improve it. 14) Accept rejection as a normal part of the sales cycle. You’ll never get a sale from every call, so don’t expect it. MTD Sales Training.

9 Shrewd Negotiation Tips Proven to Close More Deals

Sales Hacker

If you’d like to go into a sales negotiation with a constructive mindset and achieve the optimum result for your company, follow these tips in developing your own negotiation strategy. RELATED: Objection Handling Techniques For Negotiating In Sales: How To Earn Your Worth.

Weekly Sales Meetings Suck. Here Are 5 Ways to Improve Them

Sales Hacker

Summary: For effective sales meetings, just make it relevant and productive again. The weekly sales meeting — you know the one. The substance of the old-school sales meeting, in essence, belongs in a weekly email. Effective Sales Meetings Are 5 Steps Aways.

How Performance Reviews Can Kill Organizational Culture

Partners in Excellence

I study everything they publish, listen to every podcast, read every article and book they reference. But, uncharacteristically, the thinking of performance reviews presented in the article is very simplistic. Sometimes those comparisons are fair, objective, even constructive.

5 Steps to an Effective Sales Strategy

Sales Benchmark Index

The board is not happy with the results of your last strategic sales initiatives. Cost of sales is rising and no revenue lifts to show. In addition, you made sure you built the proper consensus between sales and marketing. Common Signs of Poor Sales Strategy.

How to Create an Epic Coaching Culture (5 Steps & 3 Tips)

Sales Hacker

It’s well known that sales coaching can improve revenue growth — by a whopping 16.7%. . From management’s perspective, it’s a dedicated program that enables your sales team to learn new skills and become top performers and evangelists for your company.

Film 91

Winning complex sales – defining fundamentals

Sales Training Connection

Winning Complex Sales. A complex sale is not just a big little sale. The buying process is more complex, the sales cycle is longer, and the consequences of winning and losing are more significant. . It is not easy to be good at selling in a complex sales market.

Can Your Team Become Challenger Types?

Braveheart Sales

Ever since CEB (now Gartner) published The Challenger Sale in 2011, the book has attracted much publicity. Constructing Tension. For instance, Dave Kurlan and Objective Management Group have been studying the traits that differentiate top producers from others since 1990.

New hire sales training: it’s important, it’s underemphasized, and it’s different – A STC Classic

Sales Training Connection

A short quiz for sales leaders – How much has the buying process changed in your market in the last five years? Question two – Have you taken a serious look at updating your new hire sales training to keep up with the changes? Use of Sales Simulations. 2011 Sales Horizons™, LLC.

Look for Potential in the Next Generation of Sales Hires

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! Much too frequently, their articles on selling are written by out-of-touch researchers with little field experience and lots of theories.

Dispatching sales coaching myths and best practices – A STC Classic

Sales Training Connection

As the Sales Training Connection readership grows, we decided to reprint some of our most popular posts. In this post we combined two posts: Dispatching Three Myths of Sales Coaching and Best Practices for addressing them. 2011 Sales Horizons, LLC.

How B2B Reps Use Social Debt to Get Sales Support

Sales Benchmark Index

B2B Sales Reps compete with their peers for sales support resources. Good Sales Reps consistently secure these resources and create their own virtual teams. You can cash in on Social Debt to build your virtual sales support team. The Sales and Support Relationship.

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The Sales Huddle: 6 Ideas to Fire Up Your Team

Hubspot Sales

Consistency and efficiency are built into any successful sales team. Consistently efficient — that’s an ideal sales team. Now, this article isn’t some sort of new age, millennial, “everything you know about sales doesn’t matter anymore” hit piece on conventional sales meetings.

Film 80

CRM Implementation Best Practices: Your Nifty 4-Point Checklist

Sales Hacker

A sales manager’s role in this successful implementation. Even more troubling, you aren’t seeing the lift in sales performance that you used as justification for your substantial investment. ” What Role Does a Sales Manager Play Here? There’s a lot of data being reported in your sales force right now. One of our clients was distributing 28 sales management reports every month to its front-line sales managers. 1) Categorize your sales data.

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Sales 2.0 Conference; The Huge Sales Blitz and Sales Processes

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I spoke at the Sales 2.0 Apparently, back in the 1920''s, the Salem Chamber of Commerce recruited dozens of business leaders to raise $500,000 in one week for the construction of the hotel. In the 60''s and 70''s, we would have probably called this a sales blitz, where everyone is singularly-focused on finding new sales. It was terrific to share our common beliefs and alignment on sales process.

Personality Tests, Sales Candidate Selection - How Tests Measure Up

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan A recent article in Columbus Business First discussed background checks and use of personality tests. Notice that they didn''t say that personality is the best insight into whether a person will succeed in sales.

Your Foolproof Formula to Become a Sales Manager in 2018

Sales Hacker

This article talks about how to become a sales manager in 5 crucial (and doable) steps. Sales is an important element of any business. For example, one of the biggest issues within sales is the gap between sales and marketing. As a sales manager, you must be able to receive feedback with humility and also be able to give it without causing offense. People view what is intended as constructive advice as a personal attack.

Tapping Into Your Soft Side with Emotional Intelligence in Sales

Sales Hacker

And that’s why achieving your success potential in sales is directly proportional to your emotional intelligence in sales. Sales is tough, but even that is an understatement. Article overview: What Is Emotional Intelligence? Embracing EI to Make the Sale.

Sales Success Trip Planner

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

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How to Increase Sales – Invest in Your Professional Development

Increase Sales

Given that buyers are people and people are unique, there is no special magic sales skills that are the answer to how to increase sales. Read online journals and articles. Hire a professional sales coach. Simple and adaptable sales process flow chart.

How To 162

Most Recent Motivation Data Revealed

Braveheart Sales

If sales managers have a perceived weakness, it’s most likely their ability to motivate everyone on their team. The common belief is that salespeople are in sales because they are money-motivated. What Sales Managers Say. Constructing a Sales Compensation Plan That Works.

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Sales Leadership: Climbing Mount Everest

Your Sales Management Guru

Sales Leadership: Climbing Mount Everest. While I was in Hong Kong leading a 2 day sales leadership workshop, I picked up a Chinese newspaper and in the business section there was a large article on this topic. The article discussed several deaths that have occurred and how several hiking organizations focus on climbing the mountain and their planning styles. Each had different objectives and styles, but they had common goals.

The Best Way to Sell Is With a Story

Sales and Marketing Management

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. “It’s Storytelling is vital at every point in the sales cycle. Nearmap, the company I work for, captures, manages and delivers high-resolution aerial imagery to engineering and construction firms, governments, property and real estate companies, solar installers, telecoms, and others.

The 5 Essential Components of Digital Transformation

DialSource

This article defines what digital transformation is, why your business must embrace it, and how to prepare your company accordingly. Digital Transformation in Sales. How is the digital uprising, and the concurrent shift to the knowledge economy, impacting the sales environment?

Sales Training Tips to Sell Smarter

Customer Centric Selling

Sales Training Article: 5 Proven Steps to Sell Smarter. By Dan Bernoske, Sales Benchmark Index (SBI) Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). A field Sales Rep should be spending around 64% of those available hours selling.

Can Your Team Become Challenger Types?

Women Sales Pros

Ever since CEB/Gartner published The Challenger Sale in 2011, the book has attracted much publicity. The book also presents the concept of Challengers building “constructive tension” using three elements: Teach – Offers unique perspective and maintains two-way communication.

So How Do You Develop A First Class Sales Team?

Jonathan Farrington

But I believe we need to go beyond – we need to be inspired, motivated, creators, who are enthusiastic and able to consistently deliver against our key objectives. The Acid Test: When thinking about your own sales force …. . . Pick up a typical report and what words do you find?

Selling As A Profession - What Is Your Legacy?

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?