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.

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Trending Sources

Think Like Your Buyer

Score More Sales

We talk to sellers all the time that assume a buyer is thinking in the same ways that they are. Sellers with stalled opportunities often think the buyer is not interested or changed their mind because they have not heard back from them. the buyer sees no reason to rush (no urgency).

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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: Buyer's Bill of Rights

Customer Centric Selling

Sales Tips: The Buyer's Bill of Rights. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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Sustainable Sales Success – Tip 05 – The Educated Buyer

Increase Sales

Yet in my sales training research very few sales programs to even books on selling recognize this important key fact – The Educated Buyer. Even my husband who is very knowledgeable has shared similar experiences where the salesperson presumes he is an uneducated buyer.

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.

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®.

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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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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: Establish a Peer Relationship with Your Buyer

Customer Centric Selling

Sales Tips: Establish Peer Relationships with Your Buyers. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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RIP: Sales Training

Sales Benchmark Index

Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Traditional sales training does not. Sales training is a form of their development. This is known as the event based training meeting.

Sales Tips: Key to Creating Urgency with Buyers

Customer Centric Selling

Sales Tips: How to Establish Urgency with Your Prospects and Accelerate Buying Decisions. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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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.”.

Sales Tips: Do Your Buyers See Sufficient Value?

Customer Centric Selling

Sales Tips: Do Your Buyers See Sufficient Value? By John Holland, Chief Content Officer, CustomerCentric Selling®.

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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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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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Sales Tips: Your Buyers Know If You're Winging It

Customer Centric Selling

Sales Tips: "Winging It" Yields Poor Results. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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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.

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.

Sales Tips: Taking Buyers from Latent to Active

Customer Centric Selling

Sales Tips: Creating Opportunities from Latent Needs. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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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.

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.

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.

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.

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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.

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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: 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.

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Inside Sales Power Tip 140 – Study Buyers

Score More Sales

This brings me to the question – Are you studying your buyers to even KNOW what they like and don’t like? Understand the business your perfect buyers are in. Joining a LinkedIn group or other community where your buyers are can be a great start.

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How B2B Buyers Search for Tech Solutions

Tenfold

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey?

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.

Help Buyers by Getting a Few Steps Ahead

Score More Sales

What totally HIT me during the presentation was when Sean talked about how WE as sellers have helped create all the tools on the web that now help our BUYERS without us – that isn’t new. Figure out who your potential buyer learns from and invest in those relationships.

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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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Inside Sales Power Tip 130 – Know Your Buyer

Score More Sales

You can waste literally days out of every month looking for the wrong buyers. Outbound prospecting does work and it works well when you know who your target market is, what your buyers are looking for, and you have a compelling message to offer that extols value for those buyer.

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.

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.

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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.

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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.

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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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.

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