Understanding the Sales Force

DECEMBER 19, 2012

Understanding the Sales Force by Dave Kurlan Today I had the following email exchange: Subject: Question on Comp. My Editorial: Salespeople must be trained to be more effective at lead follow up and consultative selling, both of which are quite different and much more challenging than selling was just 5 years ago.

Follow-up 230

Follow-up Incentives Incentive Sales Qualified Lead 230

The Sales Hunter

FEBRUARY 12, 2013

After the customer has placed their order and everything is set in motion, you should reach back out to the customer and follow-up with them first to give them a status update, and second to explore for more sales. You’re a salesperson and you sell software systems. Let me give you an example.

Follow-up 185

Follow-up Up-Sell Motivation Software 185

SalesEngine

MARCH 27, 2017

Listening to their concerns and offering solutions without making a full-blown, script-following sales pitch? If you’re not doing those things already, or if you want to improve what you’re doing, read on for some simple steps to make your consultative selling more effective. What is Consultative Selling?

Consultative Selling 64

Consultative Selling Sales Methodology Social Media Follow-up 64

Sales Training Connection

DECEMBER 12, 2014

In this case, the weeds involve drawing the distinction between the term consultative selling and the concept of selling consultatively. As starters, Mark Hanan established the branding this term in his brilliantly written book Consultative Selling – an early and extremely important work about selling consultatively.

Consultative Selling 99

Consultative Selling Trends Selling Skills Training 99

The Sales Hunter

NOVEMBER 24, 2012

Now let’s talk about the power of follow-up questions. If you want to move your sales call toward a close and toward more profit, then you need to be using follow-up questions correctly. As I have already shared, questions are key in a sales call…remember what I shared about short questions ?

Follow-up 188

Follow-up Video Closing Motivation 188

Sales 2.0

SEPTEMBER 18, 2020

Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days). Our buyers are “frazzled” as Jill Konrath says.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Understanding the Sales Force

DECEMBER 1, 2020

Not being one to pass up opportunities like this, I conducted the following comparison: First, it's important to know that OMG's assessment is sales specific - built for sales. Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. Reaching decision-makers.

Comparison 310

Comparison Lead Rank Lead Scoring Hiring 310

Klozers

JUNE 5, 2014

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

Understanding the Sales Force

JUNE 27, 2023

Analyzing only the most recent 37,000 plus rows of 2023 data from Objective Management Group’s (OMG) assessments of salespeople globally, just 49% of all salespeople follow an effective sales process and only 10% are strong at a Consultative Selling approach.

Hiring 156

Hiring Consultative Selling Coaching Report 156

Understanding the Sales Force

APRIL 15, 2024

Teams and players don’t hang their heads, give up or end their season early. They make trades, call up talent from their minor league team, move people around, and take a “next man up” philosophy. Suppose your team’s best players get injured, making it difficult to compete.

Hiring 185

Hiring Discount Decision Maker Call-back 185

Janek Performance Group

OCTOBER 10, 2023

For that, let’s briefly look at the shift from transactional to consultative selling. Transactional Selling In many ways, the rise of sales stereotypes can be attributed to transactional selling. Consultative Selling Consultative selling is characterized by developing trust and providing greater value.

Decision Maker 62

Decision Maker How To Consultative Selling Buyer 62

The Sales Hunter

SEPTEMBER 3, 2013

They fail to follow-up on leads. In fact, not only do they fail to follow-up on leads, but they also fail to follow-up on virtually everything. The typical response is, “I’m too busy with paperwork to follow-up with the prospect.” In yourself? ” Sales Motivation Blog.

Discount 238

Discount Cold Calling Consultative Selling Follow-up 238

The Sales Hunter

JULY 18, 2013

Failing to follow-up. There are two simple questions we all need to ask ourselves: How is my follow-up? Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills customer customer service' Most likely they do! Talking too much. Ignoring the customer.

Cold Calling 241

Cold Calling Customer Service Consultative Selling Selling Skills 241

Highspot

DECEMBER 5, 2023

For dyed-in-the-wool, traditional sales reps, consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and, for all intents and purposes, turns it on its head. What Is Consultative Selling?

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Understanding the Sales Force

SEPTEMBER 7, 2021

My wife and I entered the small jewelry shop and were greeted - not with a warm welcome - but with a matter of fact "my name is.and I'm the owner.and I created everything in the store" which was followed by fifteen minutes of non-stop presentation of everything she created. It includes thinking all of the following: Stop! I don't care!

Retail 290

Retail Data Follow-up Exact 290

Understanding the Sales Force

AUGUST 16, 2023

I was watching a crew install a walkway made up of very large stepping stones. If they were anything like the bottom 56% of all salespeople, who don’t effectively follow a sales process, they would begin with step 4 so that they could quickly get to steps 7-9. It’s quite a process for the crew to complete this project.

Sales Process 227

Sales Process Decision Maker Proposal Follow-up 227

The Sales Hunter

JULY 11, 2013

What I mean by this is to be asking follow-up questions on what the customer shares with you. Your objective is to get to the good part of understanding the customer’s needs and wants, and that means asking follow-up questions regarding what they just shared with you. Same thing with your conversation.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

Understanding the Sales Force

JUNE 20, 2012

Understanding the Sales Force by Dave Kurlan So much is written about consultative selling and the huge part it plays in the world of modern sales. However, talking about consultative selling and actually selling consultatively are two entirely different things.

Consultative Selling 232

Consultative Selling Call-back Proposal Follow-up 232

The Sales Hunter

APRIL 30, 2013

Think 2 days, 2 weeks and 2 months as your rule for following up. If needs arise you can help with, then move forward immediately with getting another meeting set up with the customer. You can secure repeat sales from existing customers if you follow the 2/2/2 rule. This is where the third “2″ comes into play.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

JUNE 20, 2013

Salespeople love to talk and when they do ask a question, it can many times wind up being so long and convoluted that the customer has no idea what the salesperson is asking. The beauty of these short questions is they can be used as follow-up questions to gain more information regarding something the customer may have just shared with you.

Selling Skills 234

Selling Skills Consultative Selling Up-Sell Follow-up 234

The Sales Hunter

JANUARY 10, 2015

You ask questions, and then based on what they say, you ask follow-up questions. Blog Consultative Selling Professional Selling Skills questioning sales questions video sales tip' I know, it sounds crazy, but you need to view your customer as an onion. And you need to ask questions accordingly.

Video 100

Video Customer Consultative Selling Selling Skills 100

The Sales Hunter

FEBRUARY 17, 2015

This situation comes up quite often, and it did again the other day in an email I received from a small business owner. This business owner heard me speak a couple of years ago and has been an avid follower of my blog ever since. The business owner’s problem was simple yet tough. He […].

Vendor 100

Vendor Cold Calling Consultative Selling Selling Skills 100

Jonathan Farrington

FEBRUARY 5, 2012

Consultative Selling is dead!” – Oh no it isn’t! There are those who would suggest that “consultative selling” or its successor “collaborative selling” is dead. No matter how brilliant, a sales process will only be effective to the extent it is followed and used by frontline sales staff. Let me explain ….

Consultative Selling 35

Consultative Selling Sales Process Follow-up CRM 35

The Sales Hunter

JULY 25, 2013

One word sums up what I heard in this salesperson’s approach: Pathetic! I can’t tell you the number of times I wanted to just jump in and tell the salesperson to shut up and let the customer talk. Follow-up on each comment made by the customer. Well, that sums it up. Secure a next step.

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

The Pipeline

APRIL 7, 2014

So what I am asking for today, is your list of hyphenated sales, you don’t have to follow the methods, or be a proponent, or you could in fact be it’s biggest groupie, not the point here, all I am asking for is a list of hyphenated or branded sales you are aware of. Here I’ll get you started: Solution Selling. Impact selling.

Face-to-face 312

Face-to-face Cold Calling Social Selling Call-back 312

Vengreso

JUNE 6, 2023

By incorporating these top sales strategies into your B2B Sales playbook, you’re setting yourself up for success as you work towards exceeding your company’s sales goals. Subscribe to Modern Selling on the app of your choice! Track interactions with leads and schedule regular follow-ups. million software deal.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

The Sales Hunter

APRIL 11, 2013

Provide senior management in advance an agenda of the meeting that includes the following: Key items we need to cover, including a copy of the presentation you will be giving on the call. Items of concern the customer may bring up. Never set expectations above what you are positive senior management is comfortable with.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

The Sales Hunter

DECEMBER 12, 2013

They know the value of following up today — taking care of customer requests sooner than later. To them it’s not work, but rather a challenge they can’t pass up to be continually looking for new avenues to help them succeed. Great salespeople don’t keep track of the hours they work.

Consultative Selling 215

Consultative Selling Motivation Call-back Selling Skills 215

The Sales Hunter

JULY 12, 2013

When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company. Send a follow-up note to the customer and copy the salesperson. Recap with the salesperson’s boss what you saw, what you learned, and any necessary next steps.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Understanding the Sales Force

MAY 29, 2012

I disliked the tone of his article and I posted the following comment: "Controversial article Mike – just the way it should be! I saw a number of comments about the similarity between Consultative Selling and your article, as well as people who say they’ve been pitched from consultative sellers. Won't happen.

Company 216

Company Consultative Selling Retail Up-Sell 216

criteria for success

MAY 3, 2021

Sign up today! CFS Resource Recommendations: Our webinar on Driving Consultative Selling with Problem Solving & Storytelling. Follow us on Twitter! Are you signed up yet for our Creating Growth webinar series ? Sign up anyway and we'll send you recordings of the events. Discussion with Jerome Deroy.

Conversion 98

Conversion Webinar Metrics Hiring Social Media 98

criteria for success

JULY 8, 2021

That's why we've come up with a list of simple approaches you can take to move things along with potential clients who seem stuck. The 5 following approaches can be your solution for dealing with indecisive prospects without seeming desperate and pushy. Is there a top performer on your team that you look up to? Follow through.

Prospecting 98

Prospecting How To Guidelines Webinar Metrics 98

The Sales Hunter

MARCH 7, 2014

Do you or your friend ever suffer any of the following conditions: A hesitation to answer the phone when a customer is calling. Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.” It may not exist in you, but it may very well exist in your friends.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

criteria for success

MAY 13, 2020

Whether you’re a sales manager or a salesperson, it’s likely you’ve experience one or all of the following thoughts: “I’m not prepared.”. I don’t feel like selling today.”. Driving Consultative Selling with Problem Solving & Storytelling. Not having a consistent, powerful process for following up after a meeting.

Face-to-face 105

Face-to-face Follow-up Buyer Up-Sell 105

Highspot

NOVEMBER 1, 2022

For dyed-in-the-wool, traditional sales reps , consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and turns it on its head. WHAT IS CONSULTATIVE SELLING ? First things first.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Salesmate

NOVEMBER 25, 2020

By chasing leads that won’t convert into sales, you’ll just end up wasting your time and effort. The consultative selling sales approach. This sales approach emphasizes on, acting as a consultant to a potential prospect. Active listening is important in consultative selling. The network sales approach.

B2B 111

B2B Social Media Networking Consultative Selling 111

The Pipeline

MARCH 20, 2018

It would be easy to blame the reps, but someone put them up to it; their sales manager or marketing team told them these questions drive results. This is not Consultative Selling; a true consultant will recommend what is best for the client based on what they discovered using a thorough Discovery process. (Don’t

Face-to-face 205

Face-to-face Buyer Lead Rank Lead Scoring 205