Hard Selling Skills vs. Soft Selling Skills

Richardson

The differences between hard selling and soft selling comes down to one factor: time. A hard sell is an attempt to get the buyer to take action now. In contrast, a soft sell is a gradual approach. When a sales professional embraces soft selling they are taking their time.

Banking on a Consultative Selling Process to Meet Organic Growth Goals

Anthony Cole Training

5 Reasons Consultative Selling Skills/Techniques Inhibit Organic Sales Growth. organic sales growth consultative selling selling techniques that don't work

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The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson

MTD Sales Training

The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson. This podcast includes: What Exactly Is Consultative Selling? Communication Skills : 4 Revolutionising Steps. The post The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson appeared first on MTD Sales Training. Episode 2: Loads Bubbling Podcast.

Consultative Selling, Commitment and Training - Like Oil & Water

Understanding the Sales Force

We recently evaluated a sales force where the salespeople had, on average, only 18% of the attributes of a consultative seller. Achieve Global has come in 3 times in 3 years to teach consultative selling!". So why didn''t the training on consultative selling stick? When you provide sales training, it''s not just new skills that you ask people to learn. You simply can''t train salespeople to sell consultatively in a 1, 2 or 3-day training.

OKR Framework for Sales: The Key to Effective Consultative Selling

Sales Hacker

The notion that consultative selling is the optimal way to sell has been around since the last millennium. The concept was coined in the 1970s in the book Consultative Selling by Mack Hanan.

Top 3 Reasons to Use Consultative Selling Skills

Klozers

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. The great advantage of Consultative Selling Skills is that the fundamental principles can be used on any product or service regardless of the value involved.

Top 3 Reasons to Use Consultative Selling Skills

Klozers

Consultative Selling Skills. Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling Skills are undoubtedly difficult to get right, the rewards are high, given the typically high values of the products & services involved. Even a traditional telephone sales call can be approached in a consultative manner.

5 Ways to Shorten Your Sales Cycle — NOW!

The Sales Hunter

Blog Breakthrough Sales University Cold-Calling Consultative Selling Professional Selling Skills cold calling consultative selling sales cycle sales skills selling cycle selling skillsAsk this key question to ask every prospect during the first contact: What is your timeline for making a decision? It only makes sense that if your goal is to close sales faster, you must be working with prospects who are most likely to buy NOW.

What Value Does Your Sales Proposal Bring to You and Your Ability to Close the Sale?

The Sales Hunter

Blog Consultative Selling Professional Selling Skills consultative selling proposal sales proposal selling skillsI’ve seen far too many sales proposals, and I’ll admit 90% of them are a waste. Reason is simple: We don’t take the time to do them right. Reason we don’t take the time is we’re too busy scrambling to get them out, as we feel it’s what the customer wants. What gives us the right […].

VIDEO SALES TIP: Do Your Ethics Never Waver?

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills ethics great salespeople selling skillsHow solid are your ethics — not just when things are going well, but particularly when things get difficult? A key characteristic of great salespeople is their strong ethics. This is especially apparent when it would be easier to cut corners or compromise. Do you want to be a great salesperson? Of course you do! Then […].

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Selling to the CEO and Avoiding Being Sent to a Low-Level Department

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills c-suite consultative selling sales leadership sales techniques selling techniques selling to the ceoYou’ve got your meeting scheduled with the CEO or you’re on the verge of getting the meeting. In either case, the question is asked, “Why should you be able to take up the CEO’s valuable time?”

Are You About to Lose Your Job to an App?

The Sales Hunter

Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills Sales Motivation sales motivation selling skills technology value value added Think about this for a moment. Could your job be replaced by an app? Go ahead and laugh, but think about it seriously and the thought may just begin to scare you.

10 Questions You Need to Ask Yourself Mid-Year

The Sales Hunter

Blog Consultative Selling Professional Selling Skills Sales Motivation assessment goals quota quotas selling skillsIt’s time for a mid-year assessment, and you should be asking yourself these questions: 1. What does my performance to date tell me about my ability to make my number for the year? Can I build a plan breaking down by customer and product the amount of business I need to enable me to […].

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VIDEO SALES TIP: This Might Be Why You Can’t Sell

The Sales Hunter

Blog Consultative Selling Professional Selling Skills Sales Motivation closing skills selling skills video sales tipIf your goal is just to get the order, my guess is you are not willing to listen. If you haven’t mastered what it means to truly listen and let the customer guide the discussion, you will never see the greatest success. You must listen to the customer share their critical needs and desired […].

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10 Questions to Ask Regarding Your 2015 Sales

The Sales Hunter

Blog Consultative Selling Professional Selling Skills breakthrough sales university goals selling skills Below are 10 questions you need to ask yourself about your 2015 sales plan. Do you have enough solid customers to allow you to not just achieve your goals, but also to power past them? Plan now to power past your goals to help offset any fallout along the way.) Is your business […].

Supercharge Sales: The Right Data Can Make All the Difference

The Sales Hunter

Blog Consultative Selling Customer Service Professional Selling Skills consultative selling The TAS GroupOn November 12, there is a webinar on how to use the right data and insights to supercharge sales and performance. You won’t want to miss out on this! Sponsored by The TAS Group, this webinar is free and features tips from Donal Daly, Jeb Bount, Anthony Iannarino and Miles Austin. Check out what you’ll […].

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Are Buyers Always Rational?

The Sales Hunter

Regardless of what you sell and the process with which you sell it, there will always be buyers who will not base their buying decision on rational logic. Blog Consultative Selling Customer Service Professional Selling Skills B2B b2c closes closing closing a sale emotion prospecting sales selling skills

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Month-End Review: Assessing Your Sales Performance

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills Sales Motivation selling skills time managementIt’s the last day of the month, and for many salespeople, that means it’s a mad scramble to get another order to make a number. For others it’s a day to coast, because of a bad attitude that says the month is shot, so screw it and try again next month. Regardless of where […].

Is Your Business Culture an Asset or a Liability for You and Your Customers?

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills Sales Development Training Sales Motivation Sales Training business culture culture john spence sales team selling skillsI’ve been talking a lot recently about the need to have engaged customers and their impact on both the top-line and the bottom-line of your business. The ability to have engaged customers requires engaged salespeople, which come about due to engaged leadership.

6 Secrets to Sell More in Less Time

The Sales Hunter

Do you know there are 6 things top-performing salespeople do to sell more in less time? You don’t need special skills, but rather the discipline to make it happen. Blog Closing a Sale Consultative Selling Professional Selling Skills Sales Motivation sales motivation selling skills The beautiful thing is anyone can do them. Here’s the list: Secret #1: Never end today until tomorrow is planned.

Do Women Make Better Salespeople Than Men?

The Sales Hunter

Blog Closing a Sale Cold-Calling Consultative Selling leadership Professional Selling Skills gender in sales male vs female sales leader sales leadership sales motivation selling skillsIt’s time to wade back into this very critical discussion. You say it’s not critical? I will argue it is, because if you’re a sales manager or anyone even remotely responsible for sales, don’t you want to make sure you’re capturing all you can? Sure you do.

Are You Selling or Merely Answering the Phone and Taking Orders?

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills Sales Motivation sales motivation selling selling skills A few years back, there were a lot of salespeople who realized they weren’t salespeople. There were a lot of companies that realized they didn’t have a sales team. In both cases, what they realized is they were merely order takers, and the success they had was merely due to answering the phone and […].

VIDEO SALES TIP: Do You Really Value Time?

The Sales Hunter

Blog Closing a Sale Consultative Selling Professional Selling Skills Sales Motivation selling skills time time management video video sales tipHow much do you really value time? My experience has been that the salespeople who genuinely excel are those who are keenly aware of how they manage time. They never end a day without knowing what they are doing the next day. Time is a key leverage point for you as a salesperson. The […].

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10 Strategies to Close More Business at Year End

The Sales Hunter

Blog Consultative Selling Professional Selling Skills Prospecting prospecting sales prospecting sales strategies sales tipsWe’re fast approaching the end of the year and that makes planning even more important. Plan today so tomorrow you don’t panic! Below are 10 strategies you can set up now to allow you to close more business at year end: 1. First off, review your calendar and find out now what days your company […].

Social Media vs. Traditional Prospecting: Which is More Effective?

The Sales Hunter

Blog Breakthrough Sales University Cold-Calling Consultative Selling Phone Sales Tips Professional Selling Skills Prospecting breakthrough sales university phone sales tips phone tips prospect prospecting selling skills Every day I get minimally 3 – 5 emails from people proclaiming to me how effective their social media plan is for getting new customers. Each one claims to know exactly why others fail and why they have a plan that works perfect.

The Top 12 Factors that Cause Delayed Closings and What to Do About Them

Understanding the Sales Force

Dave Kurlan Consultative Selling sales process closing tips selling skillsOver the past 3 months, my wife and I have been up and down the east coast driving our son to and from baseball tournaments and college showcases. Invariably, each drive back home has taken twice the time it should have because of road construction. On Sunday, Waze, my favorite navigation app, said that the drive would take just 2 hours and 32 minutes.

Convert More Inbound Leads by Coaching Sales Reps in 4 Steps

KLA Group

Sales Prospecting Sales Success client buy cycle cold calling consultative selling skills conver more inbound leads Inbound lead follow-up Lead generation services lead generation strategies marketing campaigns sales coaching Sales funnel

Sell Naked! You’ll Shock Your Customers and Yourself at How Good You Are!

The Sales Hunter

Go ahead and sell naked some time. Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting questions sales presentations selling skills You’ll be surprised at what you can make happen when you’re naked. You’ll shock your customers, especially those who are used to dealing with a lot of salespeople.

Starbucks and Munich… What I Learned

The Sales Hunter

Blog Consultative Selling Customer Service Professional Selling Skills Sales Training customer needs selling skills While sitting in the Munich train station drinking my Pike Place coffee, I’m struck by not only the uniformity of how Starbucks does what it does, but also by the differences in what they do. Now, let’s look at the facts. Munich, Germany and Seattle, Washington USA (home of Starbucks) are at least 8,000 miles […].

4 Reasons Why Asking Questions Will Help You Have Better Sales Calls

Sales Readiness Group

Asking great questions is foundational to consultative selling, but for many sales reps, this is easier said than done. Selling Skills

10 Things Top Performing Salespeople Do Regularly

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills Sales Motivation goal setting goals sales leader sales leadership sales motivationWithout a doubt, there are things that top salespeople do in order to excel in their professional and personal lives. Top salespeople… 1. Plan their week and work their plan. Do not allow email and other routine activities to consume their time or their mental focus. Have a prospecting plan they follow […].

10 Mistakes Salespeople Make and Why You Can’t Afford to Make Any of Them!

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills customer customer service customers prospect prospecting It’s not my nature to be negative, but sometimes the best ways to point things out is by expressing it in a negative manner. Here are 10 mistakes salespeople make (hopefully you will see why you can’t afford to make even one of them!) Failing to gain a relationship with others beyond just […].

5 Critical “HOW TOs” to Increase Sales Results for Sales Leaders

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills Prospecting Sales Motivation dreamforce prospecting sales skills salesforceIt’s time to cut to the chase and do what needs to be done if we’re going to get sales to where we know they can be. Few organizations come close to getting all of the sales possible. Breakdowns occur for any number of reasons. Cut through everything, and it almost always comes down to […].

The Mistake of Making Assumptions and Not Asking Questions

The Sales Hunter

Blog Consultative Selling Professional Selling Skills Prospecting Sales Motivation sales motivation selling skills Sales is about connecting with the customer. Problem is too many of us in sales make the connection with the customer by way of assumption — or, I should say, our personal assumption. Recently, I was talking with a person who I consider extremely knowledgeable and a very capable business person/salesperson. Each time I’m with […].

I Don’t Sell. I Help People With Their Problems.

The Sales Hunter

His response was, “No, that’s the last thing I would want to be, I don’t sell at all. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service leadership Professional Selling Skills price pricing sales leadership sales skills sellingListening to a successful small business person being interviewed a few weeks ago, I was struck by a comment he made about his success. He was asked if he saw himself as a salesperson.

Real Secrets to Closing Deals Faster

The Sales Hunter

Blog Closing a Sale Consultative Selling Professional Selling SkillsYou have a great opportunity coming up. I hope you won’t miss it. Along with 5 other sales thought leaders, I will be part of a webinar that gives you the secrets to closing deals faster. You want to close more deals faster, right? Of course you do! The TAS Group is sponsoring this […].

Sales Motivation Video: Is Your Goal Average or Greatness?

The Sales Hunter

Blog Consultative Selling Professional Selling Skills Sales Motivation greatness momentum sales motivation sales skills video sales tipAre you aiming for greatness? Or are you settling for average? I meet too many salespeople who are content to be average, when they really have it in them to excel beyond that mark. This week, do what you can to push yourself toward greatness. Little steps count in building momentum. Check out the video […].

Should Salespeople Be Empowered to Make Decisions?

The Sales Hunter

Blog Closing a Sale Cold-Calling Consultative Selling leadership Professional Selling Skills dreamforce empowerment sales empowerment sales motivation sales skills salesforce salespeopleThink about this question for a bit. Does it make sense to allow salespeople to make their own decisions and, more importantly, what type of decisions should they be allowed to make?

6 Reasons Dogs Can Sell Better Than Many Humans

The Sales Hunter

Dogs can sell better than many humans. Blog Cold-Calling Consultative Selling Customer Service Professional Selling Skills Sales Motivation engaging sales skills selling value added Yes, this is random but hear me out. Dogs are loyal to those who take care of them. Dogs learn pretty quickly where their food comes from, and once they know, they become quite focused on the person. Think about this from a salesperson’s perspective. Are […].

5 Reasons You Will Increase Your Business By Firing Some Customers

The Sales Hunter

Blog Consultative Selling Professional Selling Skills Sales Motivation customers sales motivationIt’s time to look past the “80/20 rule” (the idea is 80% of your business comes from 20% of your customers). We need to look at the inverse. 80/20 means also that 80% of your hassles are going to come from 20% of your customers. Let’s translate it even further. 80% of hassles really is […].