CREATE Powerful Sales Conversations

Increase Sales

In working on some sales training for a new client, I discovered this acronym to do just that – CREATE powerful sales conversations. CREATE Powerful Sales Conversations. Powerful sales conversations go beyond the words.

Are Your Sales Conversations Creating Emotional Distrust?

Increase Sales

Just by listening to the sales conversations of others and gauging your own emotional reaction, most salespeople can learn a lot. When engaging in any sales training, one of the words I caution salespeople not to use is “Why.” ” Trust begins in our sales conversations.

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Are These Words Hurting Your Sales Conversations?

Increase Sales

So what words are hurting your sales conversations? What is even worse most sales training focuses on “needs” and “wants” and reinforces this word within the salesperson. ” Here is another word within most sales conversations that also may be viewed as emotionally unintelligent because it implies judgment. “Should” can also be added to the list of words to remove from one’s sales conversations. Words are powerful.

Business conversations trump product presentations

Sales Training Connection

Sales conversations are more engaging than sales presentations – talking with is more effective than talking at. Why are conversations much more engaging than presentations? Technorati Tags: sales best practices , sales call execution , sales presentations , sales training.

How to optimize your sales training investment

Sales Training Connection

Sales Training Investment. How much money are companies spending on sales training? ” There are several avenues to attack the question: How do you optimize your sales training investment? At that point we totally changed how we designed our sales training.

Realtors – Time to Change the Sales Conversation

Increase Sales

After having our home listed as For Sale By Owner (FSBO ), I realize realtors have not changed their sales conversation for many years. Now there are some real estate sales training programs that attempt start with changing the internal sales conversations and that is good.

Inside Sales Power Tip 149 – Columbo Conversations

Score More Sales

Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. The post Inside Sales Power Tip 149 – Columbo Conversations appeared first on Score More Sales.

Reinventing the sales conversation with the hospital c-suite

Sales Training Connection

According to the C-Suite Project , all salespeople – regardless of industry – should consider three areas when interacting with the c-suite: content context, and conversation when focusing on the c-suite: Content. Conversation. Selling to the Hospital c-Suite.

Sales training – what’s the biggest challenge?

Sales Training Connection

Given the substantial amount of money that companies commit to training every year, the notion of learning more about how to get it right is a question of interest. This means that developing and applying metrics to training effort is indeed a business challenge.

Medical sales training – something different vs. more of the same

Sales Training Connection

Medical sales training. The question can and should be explored from a number of perspectives, here let’s just drill down and examine what it means for designing sales training. Building transformational sales training.

Why hold sales training off-site?

Sales Training Connection

Sales Training. Unfortunately once decisions are made about the what, how, and when, other important secondary factors impacting the sales training don’t get much attention. One secondary but important factor is: Where will the training be held?

How to Begin the ROI Conversation

No More Cold Calling

You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas. How are you training your sales team to have the ROI discussion right out of the gate? If you can’t prove your product gets results, you won’t get the sale.

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Do you Dominate the Conversation?

Your Sales Management Guru

Do You Totally Dominate the Conversation? Two recent conversations I had—one on the telephone, one face-to-face in a restaurant—influenced me to write today’s blog. Let me suggest you monitor yourself at all times when conversing with people—personally, as well as professionally.

Need, a Word to Be Banished from Your Content Marketing and Sales Conversations

Increase Sales

One can’t blame salespeople after all they are trained to “uncover wants and needs” in most sales training programs. Sales Communication content marketing content marketing ROI emotional intelligence marketing and sales Sales Training

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Keys to Selecting a Sales Training Company

Understanding the Sales Force

Yesterday, I had a conversation with a Sales VP about the training he said he wanted (but didn't really) for his sales team. When a CEO initiates the call, and then invites a Sales VP to join the conversation, Sales VPs are usually worried about: Dave Kurlan sales training

Value Connecting Conversations Versus Value Creation

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Some sales experts and business consultants have jumped on what appears to be this ever growing wagon train of value creation. One answer is to have value connecting conversations. Sales Training Coaching Tip: “If you are telling, you ain’t selling.”

Sales training and learning styles – another popular myth

Sales Training Connection

Sales training. Each year lots of companies spend lots of money on sales training. Is sales training as effective as it needs to be? Today, sales training is significantly better than it was ten years ago. Only 32% described their own organization’s training as effective.

Sales training – it’s time to play beat the clock

Sales Training Connection

One important core question presently circulating among those who care about sales training is: What percentage of sales training ought to be done in the classroom vs. some form of guided self instruction? Why not just continue to do all the sales training in the classroom?

A 2026 excursion to the future of sales training

Sales Training Connection

Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. A number of the authors writing back in 2016 suggested that sales training was at an inflection point.

Improve sales training – flip it

Sales Training Connection

Sales Training. Sales Training. Switching topics to sales training, we do not have the corresponding percentages as to the time sales trainers spend lecturing but whatever the percentage – it is higher than it needs to be. Technorati Tags: sales training.

Sales training myopia of tech start-ups

Sales Training Connection

Sales Training and Start-ups. However, since we are in the sales training business we were particularly interested in what was being said about creating innovative sales training and developing a superior sales team. Sales training was not on the radar screen.

Edgy Conversations for Inside Sales – Interview with Dan Waldschmidt

Score More Sales

Dan Waldschmidt is the author of the new book, Edgy Conversations – How Ordinary People Can Achieve Outrageous Success. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. What Makes Ordinary People Achieve Extraordinary Success?

Trends in sales training – an interview with Richard Ruff

Sales Training Connection

Jason Kanigan at Salestactics.org interviewed Richard about sales training trends earlier this week. Most companies have purchased some sales training – especially around basic selling skills. Sales training has changed over the last 20 years. Richard Ruff.

3 considerations for creating a sales training curriculum

Sales Training Connection

Sales training curriculum. Planning your sales training curriculum for 2013? At this time of year most sales training managers are into planning for the year ahead. Sales training isn’t always the answer. Sales training programs can address a lack of knowledge or skill.

Train My Salespeople … Really?

No More Cold Calling

Think sales training is unnecessary? Many sales organizations bristle at the idea of spending money on sales training programs. But recent research from CSO Insights shows a direct correlation between the quality of a company’s sales training and quota attainment.

Sales training stickiness – doubling back

Sales Training Connection

Sales training stickiness. Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The reinforcement discussion is all about what to do “after” sales training to increase stickiness.

Sales conversations are simply more engaging than presentations

Sales Training Connection

Conversations vs. Presentations. Conversations are simply much more engaging than presentations. There may be information that must be revealed, but it’s couched in a conversational narrative that conveys a desire for mutual understanding and comprehension.

[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

DiscoverOrg Sales

Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email. So the “foot-in-the-door” email is a conversation starter. Instead, it’s designed to open to door to a conversation that leads to a meeting/partnership/interview/sale/etc. Then keep the conversation going after they reply and transition to a larger request.

Sales training and national sales meetings – an odd couple

Sales Training Connection

Sales training and. We have noticed, however, that some companies tend to strive for a bridge too far and conduct serious sales training at their national sales meeting. Because, as we said, the sales training usually does work as well. Before and after sales training.

MedTech clinical staff – invite them to the sales training party

Sales Training Connection

MedTech clinical staff + sales training. They are after all first and foremost technical staff by training and experience. All that is why when MedTech companies plan their sales training initiatives, clinical staff are now being considered as part of the target audience.

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Invest In Training Your Sales People Every Day! A Conversation With Tory Hornsby

Partners in Excellence

Would you invest in training your sales people for 45 minutes every day? ” Tory and his sales management team take the entire sales team through 45 minutes of training every day! Too much training is based on an “event” orientation. The conversation I had with Tory was one of the most interesting discussions I’ve had in some time. Related Posts: Would You Spend 45 Minutes A Day Training Your People?

Spaced Repetition is the Key to Sales Training Reinforcement

Allego

When sales training efforts fail to deliver desired performance improvements, the likely culprit is lack of follow-up after initial training. Without sales training reinforcement, reps start forgetting what they learned almost immediately — within a month, over 80% of it!

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3 Ways to Increase Sales Training Adoption

Sales Benchmark Index

Salespeople loathe sales training. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. It’s a prestigious connection to your sales training.

Is advocating sales training a career risk?

Sales Training Connection

Sales Training. It is not a career risk to be out front advocating your company place a priority on sales training. Business Case for Sales Training. said their training exceeded expectations. Sales Training Challenger Sale sales training sales training best practices

Sales training for meeting buyers’ expectations in 2016

Sales Training Connection

This buyer expectation requires that the sale rep have the information and skill sets to have compelling strategic business conversations. With that thought in mind, the sales training initiative should be viewed as a process not a single event. . Sales training design.

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Sales training: it isn’t about – if it ain’t broke don’t fix it

Sales Training Connection

Sales Training Investment. The strategic “it” in this case is the decision about whether you should make an investment in sales training. The sales training discussion needs to be updated and reframed. Hence considering an investment in sales training is clearly warranted.

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Training sales managers to coach – the good, the bad, and the ugly – An STC Classic

Sales Training Connection

Given the responses we thought it would be good to shift the focus of the discussion from “ how to coach ” to “how do you train sales managers to coach” If you were tasked with developing a sales coaching program for your company, what would be the design specifications?

Say “Hello” to the Conversational Presentation

Performance Sales and Training

Say “hello” to the conversational presentation. You may prefer to call these more informal customer facing events conversations. And conversations are great. However, if you aren’t prepared to talk about a solution in an engaging and memorable way at some point in the conversation, you are not likely to drive the opportunity forward. If you desire results from your conversations you can benefit from applying presentation skills, preparation and mindset.

Three Ways to Increase Sales Training Adoption

Sales Benchmark Index

Salespeople loathe sales training. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. It’s a prestigious connection to your sales training.

Isolating the swing factors for making big-ticket sales training investments

Sales Training Connection

Sales training investments. Let’s take a look and translate the results to sales training investments. What might this mean for sales training purchasing decisions? During the planning, implementation and post-sales training program, new swing factors are likely to emerge.

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