Selling Skills (528). Blog Closing a Sale Cold-Calling Consultative Selling Networking pricing price sales process selling video video sales tip MORE >> 44 Tweets SALES AND MANAGEMENT BLOG | MONDAY, AUGUST 12, 2013 Do You Have a Killer Communication Strategy? MORE

On May 16th, 2014, 19 members of the Sandvik Coromant sales departments from eight countries and nine different time zones were awarded Consultative Sales Certification™ (CSC) in a virtual graduation ceremony. Graduates have not only demonstrated capability in eight core consultative sales competencies, but have also committed to excellence in each. CSC graduates subscribe to consultative selling and see themselves as advisors, seeking first to understand. MORE

People buy whatever you have to sell because of who you are. How do you need to position yourself in the market place – your territory or your accounts? The more articles that I write and the more I speak, the more I sell. How does your market perceive your business? MORE

For example, perhaps I sell advertising technology that’s highly complementary to other technologies in the space. Sales therefore cedes some of its selling territory to marketing. Consultative selling is king. MORE

Earlier this week, I published a post over on The Sales Thought Leader’s Blog – “5 Generations of Selling – Are You Still Stuck in the Past?” I call this period “Commodity Selling” I know that many of you are recognising similarities to the way you sell today? Although content selling raised the likelihood of increased sales with some customers, it did not maximize success with all customers. MORE

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.” A strong desire to do paperwork to keep the office and your boss happy as a way to cover up for not spending more time selling. MORE

Doing this exercise helps salespeople in that it forces them to think about their territory, identify high potential targets, and effectively go after the business. This is really about consultative selling and positioning the product in a way that resonates with the potential customer. MORE

We’re not selling in a vacuum. Practice objection-handling or consultative selling skills. EDGE Selling. Gap Selling. Interactive Selling. Sell Better. Selling. Selling to Executives. Social Selling. Territory Alignment. MORE

Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. And, they are able to translate all that expertise in to powerful customer interactions because they also posses a high level of selling skills. MORE

Just as the candidates want to sell their skills and abilities to you, you need to sell your company and department to them. Avoid third-person phrases such as “The candidate should be skilled at social selling.”. Specific job responsibilities will depend on your company, but an entry-level sales development rep typically uses their communication skills to generate leads, build customer relationships, convey benefits, and hopefully sell a product or service. MORE

Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. And, they are able to translate all that expertise in to powerful customer interactions because they also posses a high level of selling skills. MORE

Also called the business development rep, lead generation, sales development rep, appointment setter, marketing development rep, entry-level selling, cold caller, data cleanser, and sadly, the empty seat. Customer expectations are higher here and the goal is for AE’s to actually consult, not just pitch. Their reps are charged with adding more users, selling upgraded packages with more features, and securing longer-term contracts. MORE

That starts with using a buyer-focused, consultative selling process to determine exactly what the client needs to be successful. Sales referrals are one of the most powerful ways to generate high-quality sales leads. MORE

Many in the sales community know John through the excellent sales advice he shares, but did you know that he began his sales career selling power tools? He learned about relationship selling at Xerox and has carried it with him ever since. For instance, if you want to sell to Walmart. MORE

What’s different about what a KAE does vs. a traditional territory sales rep? Consultative selling skills. Assist the KAEs to adjust and adapt their existing core selling skills to the new buying environment that is experiencing an ongoing transformation shift. MORE

It’s the price, it’s a bad territory, the product isn’t right, our service is poor, I need more support, our website is no good and I never get any leads. Quite simply great Coaching enables Sales People to sell more. MORE