Customer Centric Selling

NOVEMBER 7, 2016

Sales Tips: How to Better Handle Buyer Objections. In our workshops we don’t spend a great deal of time on objection handling. Buyers sometimes raise objections to slow down speeding trains. My suggestion when that happens is to respond to the buyer: We don’t. Sellers dominate calls when doing product pitches.

Objections 88

Objections Buyer How To Training 88

Partners in Excellence

APRIL 11, 2024

I soon as I figured anything out, I’d put together a small workshop on the topic. I had to quickly immerse myself in my client’s new offering, ideal clients, what mattered to their buyers, and even their sales methodology. And, I loved teaching my colleagues what worked.

Face-to-face 102

Face-to-face Sales Methodology Compensation Segment 102

No More Cold Calling

OCTOBER 17, 2019

That might sound like a pipe dream, but I assure you, with my referral selling virtual workshop series, it’s not. Buyers say we all look alike. That’s why I decided to do something I said I wouldn’t do again—host a Q4 Referral Selling Virtual Workshop. Many people missed out on my last workshop series, because it was summer.

Referrals 39

Referrals Cost per Acquisition Cold Calling Sales Qualified Lead 39

Sales Hacker

AUGUST 28, 2018

This article outlines the results of a B2B Buyer Experience survey by TimeTrade. Industry research consistently shows that buyers want the same easy experience they now routinely enjoy in their private life. Industry research consistently shows that buyers want the same easy experience they now routinely enjoy in their private life.

Buyer 79

Buyer B2B B2C Survey 79

The Pipeline

SEPTEMBER 8, 2012

On Thursday October 18, The Proactive Prospecting Workshop is coming to Houston, specifically to Four Points by Sheraton Houston Southwest, at 2828 Southwest Freeway, Houston. Sales professional in dozens of companies are using the methods and process delivered in the Proactive Prospecting Workshop to deliver consistent results.

Cold Calling 257

Cold Calling Sales Qualified Lead Pipeline Objections 257

MEDDIC

MARCH 28, 2024

Focus on Champions & Economic Buyers: Don’t waste time chasing unqualified leads. If you can’t qualify them as a Champion or as the Economic Buyer, you may be wasting your time. If you have been to MEDDIC Academy workshops, you know a lot more of these “asks.” Where is the pain?

Enterprise 52

Enterprise Enterprise Account B2B 52

Babette Ten Haken

APRIL 9, 2018

You are story pitching to investors or buyers when your story is all about you, your venture or your product or service features and benefits. Investor or Buyer Story Pitching does not demonstrate innovative and creative thinking. The post Are You Investor or Buyer Story Pitching instead of Storytelling? is available on Amazon.

Buyer 66

Buyer SME Retention Facebook 66

The Pipeline

NOVEMBER 28, 2011

It’s About the Buyer, Stupid! But I wouldn’t lose much sleep over it since I don’t think human nature (and yes buyers are human), has changed all that much since the advent of the web. It’s About the Buyer, Stupid! It’s About the Buyer, Stupid! It’s About the Buyer, Stupid! April 2008. March 2008.

Buyer 219

Buyer Pipeline Twitter Hiring 219

Sales and Marketing Management

JANUARY 7, 2019

When we think of sales training, the first thing that usually comes to mind is a series of workshops - usually instructor-led and evangelically-delivered – designed to hone performance in time management, listening and communication, objection handling, closing, and so on. What would you include?

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

SalesProInsider

MAY 20, 2020

And it’s not new, though it seems like it is for many people, both buyers and sellers. Yet, our buyers have been thrust into this environment now, too and have proven to be very adaptable. What Buyers Really Need. Or how is my mindset possibly getting in the way of buyers working with me? Free Training Workshop.

Face-to-face 118

Face-to-face Travel Video Buyer 118

Product Management University

JULY 23, 2019

Here are three product demo mechanics that will engage buyers into the conversation and produce more favorable outcomes. Use it again to summarize and emphasize WHY it’s critical to the success of the buyer in the context of their industry, e.g., retail, transportation, etc. Related Articles.

Buyer 40

Buyer Transportation Face-to-face Retail 40

SalesFolk

MARCH 2, 2021

How specific is your “buyer persona,” or “Ideal Customer Profile” (ICP)? . Too often I see sales and marketing leaders defining their buyer personas as “Marketing” or “C-Suite.” How to build solid “Buyer Personas” for more effective sales campaigns. Example of redefining a Buyer Persona & copyediting a real Cold Email.

Ideal Customer Profile 64

Ideal Customer Profile Buyer Persona Prospecting Hiring 64

Seismic - Sales Effectiveness

APRIL 15, 2020

By bringing these photos into future sales meetings, QBRs, virtual workshops or emails to the team after a big win, these visuals can help drive that SKO spirit beyond the first quarter. The post The Power of Placing the Buyer First appeared first on Seismic. Salespeople don’t necessarily love homework. Not a complete shocker there.

Buyer 52

Buyer Energy Cancellation Sales Leadership 52

Customer Centric Selling

JANUARY 22, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Scott Chan at FreeDigitalPhotos.net Do you think something is awry when people say that a seller''s job is educating buyers? Generally speaking I cringe at the thought of taking the time to educate buyers.

Education 69

Education Buyer Lead Rank Lead Scoring 69

SalesProInsider

JUNE 25, 2020

I’m sharing practical and actionable strategies for making your virtual sales conversations productive for you…and your buyer. The next several videos focus on the actual conversation with your buyer. When you make your buyer interactions a conversation, it’s a better experience for the buyer AND more productive for everyone involved.

Conversion 118

Conversion Strategy Face-to-face B2C 118

No More Cold Calling

OCTOBER 31, 2019

Considering only about 18 percent of buyers fully trust salespeople, perhaps more salespeople should be acting like bulldogs — i.e., acting like successful women in sales. Register NOW for Last-of-the-Year Referral Selling Virtual Workshop. Find out how in my Q4 Virtual Referral Selling Workshop. Does Size Really Matter?

Referrals 136

Referrals Sales Qualified Lead Face-to-face Cold Calling 136

SalesProInsider

OCTOBER 20, 2020

I’ll share how in our monthly FREE virtual workshop: 3 Steps to Start the Conversation. In this 50-minute workshop, I’ll cover: Three questions you need to answer quickly for your buyer to earn the right to lead the conversation and give tons of value. and Close the Sale. Join me Wednesday, October 28 th at 1:00 p.m.

Conversion 71

Conversion Closing Lead Rank Lead Scoring 71

Customer Centric Selling

APRIL 30, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of StockImages at FreeDigitalPhotos.net When buyers and sellers talk for the first time, historical baggage and preconceived notions are in play. Many undermine a seller’s status: Buyers are always right.

Buyer 65

Buyer SME Buying Cycle Commission 65

SalesProInsider

JUNE 15, 2020

The good news is that with the information I’ll share in this month’s powerful, and FREE, virtual workshop can increase your conversion rate, close more business, and win more clients. In this 50-minute workshop, I’ll cover: ?Two What your buyers need to know before making a decision. ?

Closing 62

Closing Selling Skills Follow-up Buyer 62

Customer Centric Selling

AUGUST 29, 2016

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. Take a look at the sales training workshops available to get started and improve sales performance.

Buyer 45

Buyer Hiring Hotels Travel 45

SalesProInsider

DECEMBER 4, 2019

Yet in sales…I see buyers ask for a proposal from well-meaning sellers before this “courtship” – and too many sellers anxiously agreeing to put something together. Free Training Workshop. Join Sales Pro Insider CEO and Top Sales Book Author, Nancy Bleeke for a brand new workshop. Premature Proposals Lead to Broken Engagements.

Proposal 120

Proposal Lead Rank Lead Scoring Energy 120

SalesProInsider

JANUARY 8, 2020

While my tips are about how you can be more productive in your selling efforts…I learn so much about being a good seller from the situations I have as a buyer. So, what can you do to make it easy for your buyer? There are three specific actions you can take to make it easy for your buyer to buy: Clarify expectations.

Retail 99

Retail Buyer Objections Sales Process 99

Sales and Marketing Management

JUNE 20, 2019

How can sellers understand technology advancements, adjust, and actually have buyers looking forward to their interactions with sales professionals, where they will no longer be just a necessary evil, but the key element in an easy, successful, confident decision making process? In B2B selling, the same thing happens!

Lead Rank 179

Lead Rank Lead Scoring Hotels Sales Qualified Lead 179

Customer Centric Selling

DECEMBER 31, 2014

Sales Tips: Know the Difference Between Buyers - and Researchers. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6! Register for a sales training workshop or read more sales training articles for helpful sales tips and techniques from CustomerCentric Selling® - The Sales Training Company.

Research 92

Research Buyer Buying Cycle Vendor 92

Customer Centric Selling

DECEMBER 11, 2013

Image courtesy of Ambro at FreeDigitalPhotos.net A universal buyer complaint is that sellers are poor listeners. Register for one of our sales training workshops to kick start the year and make your new number. An important part of a seller’s job is asking relevant questions, listening and reacting to buyer answers.

Buyer 63

Buyer Training Forecasting Licensing 63

Product Management University

MARCH 23, 2023

It’s one of the biggest reasons buyers go radio silent after a demo. You’re essentially making statements you know buyers agree with and telling stories about the real world they live in every day. Selling demos are like therapy for buyers. Remember, buyers don’t buy because they understand you.

Engineering 97

Engineering Sales Cycle Buyer Up-Sell 97

SalesProInsider

MAY 17, 2021

Buyers and sellers alike are finding the virtual format for communication is here to stay. That’s the subject of our free monthly workshop (virtual of course) on Thursday, May 20th at 11:00 a.m. In this 30-minute workshop, I’ll cover: 3 actions you must take during a productive virtual conversation.

Conversion 62

Conversion Course Buyer Resources 62

Customer Centric Selling

APRIL 23, 2014

Sales Training Article: Common Ground for Buyers and Sellers. What goal(s) the buyer shared? Sign-up for one the next sales training workshops to learn how to better qualify opportunities and collaborate with buyers. The old view that sellers “educate” buyers should be a distant memory. What title they called on?

Buyer 63

Buyer Training Vendor Education 63

Sales Hacker

AUGUST 2, 2021

In this workshop, we will go through exactly what we learned through analyzing connect rate by day of week, minute of hour, buyer persona, outside of 9 to 5 and more! The post Mind-blowing Learnings From Analyzing 522,819 Cold Calls appeared first on Sales Hacker.

Cold Calling 75

Cold Calling Buyer Persona Exact Buyer 75

SalesProInsider

FEBRUARY 12, 2020

The problem is that neither fleeing nor fighting gives that buyer the opportunity to clarify their concern or objection so that we can either learn more about what’s important to them OR identify we need to better explain the value or scope of our services. Free Training Workshop. Why Fight or Flight Kicks in to Begin with.

Objections 129

Objections Opportunity Buyer Conversion 129

The Pipeline

NOVEMBER 26, 2019

In the case of sales, the message delivered the way you want a buyer to hear it. It makes the seller feel better, but it does little to move the listener, the buyer, the people with the check. OK, that’s a start, but not really, because that buyer already has ideas, conceptions, plans, and a list of favorites. Why the details?

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

Product Management University

JUNE 25, 2018

Reminding your buyers of their biggest stressors before serving up the solutions is one way to evoke the emotional reaction that ultimately engages your salespeople with decision-makers. Convince your buyers that you’re simpatico with them and your positioning will open more doors at the decision-maker level. So what does?

Positioning 40

Positioning Buyer Decision Maker Scale 40

Customer Centric Selling

NOVEMBER 25, 2015

Sales Tips: Handling Buyer Objections. While attending my initial sales training at the start of my career, there was a fair amount of time spent on handling buyer objections. Indicating the buyer is not alone in their concern: “Others have felt that way.”. Buyers may get resentful.

Objections 40

Objections Buyer Vendor Call-back 40

Sales and Marketing Management

OCTOBER 26, 2020

The flowering of virtual sales channels and tools flies in the face of four myths, as documented by Bain & Company’s recent survey, conducted with Dynata, of more than 300 B2B buyers and sellers in the US, UK and Canada. Myth 1: Field sales reps sell primarily in person. The salient question now becomes, what cannot be sold virtually?

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

The Pipeline

SEPTEMBER 18, 2018

Don’t take my word, here are some eye-opening insights from TrustRadius’ 2017 The B2B Buying Disconnect: Vendors focus on providing material that buyers don’t find very useful or trustworthy. Vendors overemphasize selection criteria that aren’t important to buyers.

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Vendor Discount Insurance Insurance 255

Grant Cardone

JULY 15, 2021

So, let’s do some math: Year 1 Scenario: 10 Buyers Pay $2,500 Each x 12 Months = $300K. Year 3 Scenario: 25 Buyers Pay $5,000 Each x 12 Months = $1,500,000. Year 5 Scenario: 50 Buyers Pay $10,000 Each x 12 Months = $6,000,000. Register for the 10X Workshop here to start building your business. No contacts.

Social Media 93

Social Media How To Salary Engineering 93

Customer Centric Selling

AUGUST 13, 2014

Do You Want Your Buyers to Like You or Respect You? Buyers are working from positions of power as they have granted you permission to meet and can terminate the call prematurely if it isn’t going well. Consciously or subconsciously, some sellers decide their objective is to have buyers like them.

Buyer 72

Buyer Objections Positioning Training 72