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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.

The causes of objections when selling insurance

The Science and Art of Selling

It is an important fact in human nature that each person’s mind tends to construct and live in its own mental world and to resist invasion. It is, of course, difficult to determine the real basis of objections in any individual case.

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New Hire Training for Salespeople: The Ultimate Guide

Hubspot Sales

So how do you maximize the investment you’re making in sales new hires? Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). Onboarding Checklist for Sales New Hires. Pre-week training.

8 Ways to Respond to the Objection "I Want to Think It Over"

Hubspot Sales

David Sandler, the founder of Sandler Training, used to say, “You can’t lose what you don’t have.” Ironically, posing this question usually gives you the information you need to rescue the sale. It's not constructive for them to do this on their own. Sales Calls

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.

New hire sales training – an investment worth making

Sales Training Connection

New hire sales training. 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?

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

Sales Benchmark Index

Informed buyer’s are entering the sales process with companies later than ever before. They should immediately pass it to the Sales Rep”. Prospects don’t want to engage with a Sales Rep before they are ready. Look at your Sales Training dollars.

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Why Must Leadership Training Programs Now Include An Adjective?

Increase Sales

Is it just me or are there a plethora of individual or business leadership training programs that now have an adjective or some other description in front of the word leadership? Is the real issue someone wanting to sell another self improvement book or business leadership training program?

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.

How to Get Rock Star Sales Reps to Train Their Peers

Allego

And they provide a powerful means to teach skills… including sales skills. That’s helpful because certain skills — like overcoming sales objections — are hard to teach. People the rest of the sales team would do well to model. sales managers, watch all of them.

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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.

7 Proactive Sales Strategies to Implement Today

Hubspot Sales

Let’s take a moment to zero in on that last term — what does it really mean to be proactive when working in sales? To know how to take a proactive approach to selling, it is important to also understand what a reactive approach to sales looks like. Proactive Sales Techniques.

Sales Questions for Discovery

The Digital Sales Institute

Sales questions for discovery, clarification, engaging prospects or gaining commitments are critical across the entire sales process. Customers never stop thinking, so salespeople should never stop crafting great sales questions that improves the quality of sales conversations.

The Sales Leader's Guide to Performance Management

Hubspot Sales

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5

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.

Are Behavioral Assessments a Pseudo Science?

Increase Sales

A recent blog post on behavioral assessments, Learn How to Increase Sales with These 5 Assessments, sparked a somewhat curious response by one person who suggested these performance (including sales) diagnostic tools were a pseudo science.

7 Signs Your Sales Rep Should Be Promoted

Sales Benchmark Index

As a Sales VP, putting the best people in the correct positions is critical. Making your number next year means promoting, keeping and terminating certain sales reps. Download our Sales Rep Promotability Scale. It will allow you to: Objectively evaluate your team.

How to Create a Winning Sales Process: 7 Essential Steps

CloserIQ

And the same is true of sales. An effective process is essential to consistent sales revenue. It doesn’t matter if you have the best sales reps in the world and a value proposition that turns your competitors green with envy. So, here’s how to create a winning sales process in seven steps. . Constructing a customer avatar – which represents your ideal customer persona – is an essential part of this stage. Handle objections and obstacles.

9 Ways to Get the Most from Sales Video Coaching

Sales and Marketing Management

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries.

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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5 Sales Enablement Best Practices for Inside Sales Teams

Hubspot Sales

For many leaders, when we hear the term remote sales management, our blood pressure starts to rise. Sales teams are hard enough to manage already, let alone remotely.". Let’s explore some crucial components you can keep in mind when constructing your own sales enablement strategy.

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.

How CEOs Can Lead Sales Change through Historic Times

Alice Heiman

None of this is good news for your company or your sales team – unless you happen to be one of the companies serving a market or industry that’s actually experiencing growth. How can I support my sales teams to keep revenue coming in and maybe even in crease it? .

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.

Learn How to Increase Sales with These 5 Behavioral Asssessments

Increase Sales

The goal to increase sales is always front and center especially as the year begins to wrap up. Marston’s book, Emotions of Normal People, provided the means for a later industrial psychologist, Walter Clarke, to construct the DISC assessment based upon his theory of DISC.

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CMO Secrets to Impacting the Sales QBR

Sales Benchmark Index

For many marketing leaders the sales team’s QBR is an afterthought. Marketing typically provides updates to the sales team with a rear-view mirror approach. World Class CMO’s pursue involvement in sales QBRs. Marketing becomes the human piñata for all sales complaints.

What Sales Attitudes Do You Seek When Hiring?

Increase Sales

You want top sales performers. From your own past selling experience, you know top sales performers have the right sales attitudes reinforced by certain sales skills. Yet, how do you find if those sales skills really exist beyond the standard hiring interview?

Sales Leadership The Talent of Correcting Others

Increase Sales

Some might not appreciate how this sales leadership talent of correcting others fits within their role of selling. So what does this talent look like in sales and business through a behavioral perspective? ” Did you notice several key words within this sales leadership talent?

5 exceptional habits of effective sales leaders

Salesmate

As a sales leader, you are no different from a chess player. Like a chess player, even you have pieces (sales reps) with different capabilities. Effective sales leaders are in full control of the sales game. 5 habits that successful sales leaders possess.

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. Hire a professional sales coach. Pay for some sales training whether face to face classrooms or webinars.

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Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

Sales and Marketing Management

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Now, even if you’re not talking to a future sales superstar, this information is not breaking news.

Five Tips for Transitioning Into a Sales Leadership Role

Sales and Marketing Management

Author: Chris Mason So many of us begin our sales careers as representatives of a company, product, service or all the above. Others opt for the management route, taking on leadership roles and overseeing teams of sales reps. How will a leadership role differ from being a sales rep?

5 Ways to Improve Sales Efficiency

Hubspot Sales

It's true across the board, and sales is no exception. That's why sales efficiency is one of the most important metrics for businesses to understand, track, and ultimately improve. Sales efficiency is, in large part, a measure of the speed of your sales operations.

How to Talk with Customers during Coronavirus Fears

Alice Heiman

As sales leaders make any necessary adjustments to their team’s daily routines with health and safety in mind, it’s also a good idea to consider how coronavirus will influence sales conversations with customers. Train your salespeople to address the topic and any related fears directly.

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.

My New Book, Complex B2B Selling

Partners in Excellence

” Selling is a construct that means something to sales people, but means nothing to customers. We talk about our selling process, we talk about techniques and things like prospecting, qualifying, objection handling, closing.

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5 Essential Components of a Sales Development Process

Hubspot Sales

At the same time, your sales time is not feeling the effects of their efforts and are spending more time prospecting when they should be closing. In many organizations, a disconnect happens between marketing and sales: The sales team says that leads coming in are unqualified.

My Favorite Sales Books

Partners in Excellence

Particularly to a group of outstanding people, many of whom are friends–authors of sales books. At this moment, I’m writing “blurbs” for several soon to be published books, by friends, on selling and sales management. I originally trained as a physicist.

The Six Secrets to Superior Sales Kickoffs

Sales and Marketing Management

Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching. Be sure to involve a well-rounded group of members with the right expertise to maximize the SKO experience and impact – including, for example, senior sales leaders, along with sales enablement, product management, product marketing and event planning personnel. The goal is to ensure the field force is ready to execute the sales strategy for the upcoming year.

The Secret to Building Strong Sales Teams

Sales Hacker

In sales, you only go as far as your team will take you. This makes sales hiring one of the most critical pieces of building a high-performing revenue machine. So, how do you think about what kind of sales team you want to build? Do’s and Don’ts for Building Strong Sales Teams.