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10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

The 10 Traits Buyers Seek in Sales Superstars. Most sales training courses emphasize the importance of addressing the customer’s needs. Our research indicates that, from the buyer’s point of view, the best salespeople: 1. Make the buyer a hero.

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Sales training for meeting buyers’ expectations in 2016

Sales Training Connection

And if buyers change how they buy – salespeople need to change how they sell. This buyer expectation requires that the sale rep have the information and skill sets to have compelling strategic business conversations. Sales training design.

3 Sales Training Don’ts

Pipeliner

Don’t Confuse Product Training with Sales Training One of the most popular complaints of buyers that we interview is the “walking product brochure” complaint. The post 3 Sales Training Don’ts appeared first on Pipeliner CRM Blog.

6 Confessions of the Professional Buyer

The Sales Hunter

Buyers take advantage of salespeople. Over the years, I’ve had the opportunity to work closely with a number of buying departments, many times as part of the sales training I’m doing for their salespeople. This is a hot topic because it happens a lot.

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Sales Tips: Make It About Your Buyers

Customer Centric Selling

Sales Tips: Make It About Your Buyer - Not You. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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Medical sales training – something different vs. more of the same

Sales Training Connection

Medical sales training. Those that prosper will recognize that if buyers change how they buy then sellers need to change how they sell. Building transformational sales training. Hence, they need trained first – and subsequently they should participate in the sales reps training.

Buying Facilitation® Training UK

Sharon Drew Morgan

Buying Facilitation® Training UK. By adding Buying Facilitation® to your sales process you can facilitate Buyer Readiness early in their decision path (in their Pre-Sales process, before sales or solution data would be relevant), and find, facilitate, and close those who CAN buy.

Look Beyond Sales Ego to Buyer’s Value

Increase Sales

Buyer’s value for many in sales is quickly presumed to be seller’s value. Sales Training Coaching Tip: By defining shared words creates greater clarity and will improve the desired results not to mention save miss communications and other limited resources.

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Sales Tips: WHY Should Buyers Buy from You?

Customer Centric Selling

Sales Tips: WHY Should Buyers Buy from You? By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 17

How to Reach Today's Buyers with Modern Prospecting

Sales Benchmark Index

The vast majority of training is focused on selling once you are face-to-face. But buyers are much more informed today. They call the same buyer each week hoping something has changed. They are resistant to change and make excuses such as, “our buyers aren’t on social media”.

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Sales Tips: Different Differentiators, Different Buyers

Customer Centric Selling

Despite this, in nearly all buyer surveys you see in large B2B transactions price seldom makes the top five. I also suggest that a given feature or differentiator can mean different things to different buyers. Sales Tips: Got -to-Have vs. Nice-to-Have.

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Mind the Gap: New Research Reveals Buyer-Seller Disconnect

Smart Selling Tools

He is a nationally recognized authority on selling and has written hundreds of articles and training programs for sales reps and sales managers. Fred asks the buyer why, and Ethel says, “We assumed you specialize on X, and it never occurred to us that you could also handle Y.”.

When Buyers Interrupt You

Tom Hopkins

One of the primary frustrations in selling is when buyers interrupt you. However, as a pro, you’ve pre-planned a presentation that will both educate and motivate your buyers. The post When Buyers Interrupt You appeared first on How to Selling Skills.

Buyer 27

The Ever Changing New Normal in Sales Training

Increase Sales

Sales experts promote their books to their sales training programs all promising a quicker, faster way to increase sales. The real problem with the new normal within many of the sales training programs is the natural style of the salesperson is ignored or even destroyed.

Sales Tips: Handling Buyer Objections

Customer Centric Selling

Sales Tips: Handling Buyer Objections. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. While attending my initial sales training at the start of my career, there was a fair amount of time spent on handling buyer objections.

How To Help Buyers Shift Their Status Quo

Sharon Drew Morgan

I’ve recently heard sales folks complain that the status quo was the ‘enemy’ of buyers buying. It’s just another element along the buyer’s decision path that must be addressed, and can be directed, codified, and influenced – but not with a sales hat on.

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Sales Tips: How to Better Handle Buyer Objections

Customer Centric Selling

Sales Tips: How to Better Handle Buyer Objections. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Buyers sometimes raise objections to slow down speeding trains.

Train My Salespeople … Really?

No More Cold Calling

Think sales training is unnecessary? Many sales organizations bristle at the idea of spending money on sales training programs. But recent research from CSO Insights shows a direct correlation between the quality of a company’s sales training and quota attainment.

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. Sales training has changed over the last 20 years. How buyers buy has really changed.

Why do we gather information from buyers?

Sharon Drew Morgan

Conventional sales, marketing, training, coaching, and leadership models use sharing and gathering information at their core. Why do we gather information from buyers? Buying Facilitation® Favorites Helping Buyers Decide Listening & Decision Making

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When Buyers Interrupt You

Tom Hopkins

One of the primary frustrations in selling is when buyers interrupt you. However, as a pro, you’ve pre-planned a presentation that will both educate and motivate your buyers. The post When Buyers Interrupt You appeared first on How to Selling Skills. Related posts: Overcome Buyers’ Remorse. Get Buyers to Answer Their Own Concerns. Granted, you are there to serve their needs.

When the Training Wheels Come Off

Sales Benchmark Index

Almost overnight, buyers stopped responding. Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. The Need-Payoff that she had been trained on was thrown out the window. A 4 day training at corporate.

How to Train Your Lead Development Team for Today's New Buyer

Sales Benchmark Index

The majority of Lead Development Reps are inexperienced, undertrained, and ill-equipped for today’s buyer. However, buyer behavior has changed. Informed buyer’s are entering the sales process with companies later than ever before. Look at your Sales Training dollars.

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

Sharon Drew Morgan

After years of ‘understanding’ and ‘qualifying’ prospects, getting appointments and networking, presenting and following up, I thought I understood buyers well-enough to become one. As a buyer, the very last thing I needed was to buy. THE JOB OF A BUYER.

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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.

The Buyer’s Mindset

Tom Hopkins

As a sales professional, it’s critical that you put everything else out of your mind when approaching buyers and focus on the buyer’s mindset. When put into a sales scenario, the buyer’s mindset subconsciously shifts, asking important questions which must be answered before they are comfortable moving ahead with the sales process. The post The Buyer’s Mindset appeared first on How to Selling Skills. Related posts: Overcome Buyers’ Remorse.

Money Monday How to Focus on Buyers

Score More Sales

One of the worst things that can happen is that you don’t keep an eye on your “more probable” buyers – those buyers who seem close to making a decision, have an eminent need, and are qualified buyers. It is easy to get distracted in a sales career.

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5 Takeaways from a Sales Management Training

Sales Benchmark Index

I spent last week at a Sales Management training event with a client. This client is positioning itself to cater to the New Buyer. As a Sales Operations leader, you must be allocating the right resources to training. Here are 5 key takeaways that made this training a success.

Sales training: it isn’t about – if it ain’t broke don’t fix it

Sales Training Connection

Sales Training Investment. The strategic “it” in this case is the decision about whether you should make an investment in sales training. The sales training discussion needs to be updated and reframed. Hence considering an investment in sales training is clearly warranted.

Sales Training Buyers Beware. There is No Barrier to Entry in The Sales Training Business.

Dave Stein's Blog

Among those emails, Google Alerts, my Twitter feed (“sales training” is one stream I track), reading plenty of blogs, and getting numbers of new books on sales sent to me on a regular basis, I get to see a lot of what’s really, really dangerous about this industry.

Buyers Aren’t Killing Sales, Sales People Are Killing Sales!

Partners in Excellence

” Ironically, I never see a post from customers/buyers—even procurement—about the death of sales, though I’m sure many would appreciate it (a variant of “What do you call 600 lawyers at the bottom of the ocean” joke —If you don’t know the answer, it’s “A good start!) What’s killing sales isn’t the buyer. We know and encourage buyers to self educate on the web. We know buyers crave relevance.

31 Things Buyers Don’t Want

The Sales Heretic

In sales training, we often spend a lot of time discussing what prospects and customers want. However, there are a lot of things that buyers don’t want, and being aware of these can be equally important to your sales. Because the things buyers don’t want are what keep them from buying, or at least buying from [.]. Sales buyer customer salespeople training

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Sales Tips: Stop Spouting Features Buyers Don't Need

Customer Centric Selling

Sales Tips: Stop Spouting Features Your Buyers Don't Need. The most significant mistake I made when starting my Sales career was to believe my job was educating buyers about offerings. This was a tremendous waste of the buyer’s time and made little or no progress toward earning sales.

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Inside Sales Power Tip 101- Guide Buyers

Score More Sales

Gain control of these feeble buyers, right? Don’t let that title fool you – control in a buyer and seller relationship is not a one-way thing. Guide your buyers by creating value for them. Guide your buyers by teaching them why your product or service helps them.

Buyer 79

Sales Tips: How to Grab and Keep Your Buyer's Attention

Customer Centric Selling

Sales Tips: How to Grab and Keep Your Buyer's Attention. If and when sellers have an opportunity to talk with senior executives, they should be aware of the buyers’ attention span. Sellers Must Overcome the Buyer’s Attention Deficit.

Overcome Buyers’ Remorse

Tom Hopkins

If you plan on making a career out of selling, you will need to understand and learn how to overcome buyers’ remorse. Then, […] The post Overcome Buyers’ Remorse appeared first on America's #1 Sales Trainer. When Buyers Hesitate. It’s as natural a part of selling as nearly any other objection or concern. In some cases, it’s helpful to bring up the potential for an after-the-sale concern early in your presentation.

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

Jonathan Farrington

Too often operating on old sales theories means training and rewarding people to do the wrong things. General Buyers and Sellers Commercial Partnerships Relationship Selling Sales Selling Top Sales Management

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Don’t Let Your Buyers Take Control

No More Cold Calling

Instead of letting your buyers be judge and jury, make them your partners in “crime.”. It’s hard to make the sale with an uninvolved buyer, isn’t it? Guide the buyer through the sales process, and transform the conversation from order-taking into collaboration.

Buyer 49

Money Monday – Make it Easy for Buyers to Buy

Score More Sales

When things seem too complicated, buyers hold off. It is no different for buyers – you have to make it easy for buyers to want to do business with you. So how to make it easy for your buyers? As a consumer, you know this is true.

Buyer 85

Differentiate By Being Useful To Your Buyers

Score More Sales

What they often lack is permission, and proper training. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. The post Differentiate By Being Useful To Your Buyers appeared first on Score More Sales.

Buyer 68