Are “Traditional” Selling Skills Even Relevant Anymore?

Partners in Excellence

In the face of all this, for the most part we are training our sales people in the same skills I learned many decades ago, and my predecessors learned decades before that. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.).

10 Essential Selling Skills Every Sales Rep Needs in 2018

Hubspot Sales

Selling Skills. Below are the 10 essential selling skills you need to succeed in sales today -- all extracted from the study's findings. These selling skills are what buyers indicated were the top factors that separated sales winners from runners up.

Why Great Sales Managers Must Lead by Example

The Sales Hunter

Blog leadership Professional Selling Skills andy paul leader sales leader sales leadership sales management Recently I had a discussion with my friend and fellow speaker Andy Paul about leadership.

Here is an Example of a Personal Commercial

Jeffrey Gitomer

Presenting Success best sales training Jeffrey gitomer personal commercial selling skills We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

If You Don’t Know Who Your Customer Is, Improving Selling Skills Won’t Help

Partners in Excellence

It’s a start up, the CEO wanted help in developing sales skills. Yet the CEO and many participants in the discussion were convince, all they needed to do was improve their selling skills. There are so many red flags in this situation–while it’s an extreme example, it’s not an uncommon situation. We are chartered to sell our products and services, focusing on what we do—but now about who cares about what we do and why they should.

Why? How Come? Can You Explain More? Could You Give Me Another Example?

The Sales Hunter

Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Training Tip closing closing a sale questions sales questioning sales tip

Unique Value Proposition Examples

Klozers

Before you start to create a Unique Value Proposition Example it might be worth setting the scene in terms of what exactly is a Unique Value Proposition, as there is often confusion with the Unique Selling Point. UNIQUE SELLING POINT (USP). Unique Value Proposition Examples.

How to Be a Memorable Salesperson Part 6: Take Risks

Connect2Sell

In related research, we collected over 500 stories from sellers about their own personal best in selling. Most of the buyer examples about preferred sellers suggested the same common ingredient, too. selling skills change

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Best Phone Sales Prospecting & Cold Calling Techniques Tips & Tools

Mr. Inside Sales

Learn the best effective phone sales techniques including successful cold calling business prospecting, outbound telemarketing, professional telephone calls process, and other opening selling skills, tools, methods, tips and ideas. You’ve Got 5 Seconds to Make a Good Impression.

Strategic Salesperson vs. Tactical Salesperson

The Sales Hunter

And it can be the difference between selling at a low margin short-term and selling at a high-margin long-term. A tactical salesperson is focused on the features of what it is they sell. Too many salespeople are what I refer to as tactical salespeople.

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Why Winning “Vendor of the Year” is Bad for Business

The Sales Hunter

He says this is a great example of the leadership his team has with customers and how they don’t have one […]. Professional Selling Skills customer service profit sales sales tipsI’m sitting in the office of a VP of Sales and he begins to share with me about all of the “vendor of the year” awards his team has received from their customers.

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7 Elements of “Insanely” Persuasive Product Demos

Gong.io

For example, it probably feels right and intuitive to do a “ramp up” product demo. PS: Grow your sales skills: Sign up for our FREE Product Demo Master Class. We analyzed 3,000,000 web-based product demos using AI to understand which behaviors sell. Here’s an example.

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Sales AI will soon replace you, unless you follow these two rules

Gong.io

The purpose of selling before the information age was to communicate value. First: Today, HOW you sell > WHAT you sell. Here’s my favorite example: Marketing software. If buyers see you as at parity with your competitors’, then how you sell outweighs what you sell.

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55 Sales Tips & Techniques That Work Like an Absolute Charm in 2019

Gong.io

For example, when our sales team prospects, they need to know how many sales reps work at the account they’re prospecting into. For example, if they’re growing fast, they probably have a sales onboarding challenge. Cold calling isn’t about discovery – it’s about selling the meeting.

The 11 Best Discovery Call Tips for Sales You’ll Read This Year

Gong.io

Example: If you learn that your buyer is ACTIVELY evaluating products like yours, don’t start with this kind of question: What’s your biggest strategic priority for this year? Buyer : We’re looking to increase sales skills. So, better selling skills is a big part of that answer.

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Relationship Selling? Is There Such a Thing?

The Sales Hunter

I recently exchanged comments with a person who claimed they don’t do “relationship selling.” ” In fact, they claimed they don’t sell at all. My response to the person was that what he was doing was selling by building a relationship with the other person.

Unlimited Sales Success and Your Career

The Sales Hunter

One of the most rewarding parts of my job is making salespeople aware of ways they can strengthen their selling skills. When you refine your skills (and add to them), it translates into more success for you and your customers.

Power of Short Questions on a Sales Call

The Sales Hunter

Do you have an example? . The more comfortable you are in asking short questions, the more flexibility you will have in your selling skills. Blog Consultative Selling Professional Selling Skills question questioning sales call sales process sales questions

3rd Secret in Selling at Full Price: Position Yourself and Your Selling Process to Command Full Price

The Sales Hunter

We’ve come to #3 in our list of 5 Secrets to Selling at Full Price. Position Yourself and Your Selling Process to Command Full Price. You are what the customer is buying and, for that matter, the customer is buying you long before they buy what you’re selling.

Great Salespeople Set Goals (Part 1 of a series!)

The Sales Hunter

An example is a goal to open up at least 5 new accounts each year. Blog Professional Selling Skills Sales Motivation goal setting goals sales motivation

Evaluating Your Sales Performance: What Changed For You This Year?

The Sales Hunter

If your style of selling, including how you communicate and how you build and deliver presentations, isn’t changing at least 10% a year, I’ll argue you’re going to fall behind. Another example is the use of the cloud for file sharing.

The Top 52 Sales Books Every Sales Pro Should Read

Gong.io

Instead, The Challenger Sale recommends a new, provocative approach to selling: Commercial teaching. Selling software-as-a-service? It’s definitely not a selling skills book. Scared selling is ineffective selling. How to Master the Art of Selling.

3 Mistakes People Make When Prospecting with Email

The Sales Hunter

Here is an example using the content of this email: Your subject line and the first 10 words will determine if people open an email. Blog Professional Selling Skills Prospecting email prospecting prospect prospecting sale prospecting

It’s Time to Put the “Process” into Your Sales Process

The Sales Hunter

The key is first knowing the outcome or benefit derived from what you sell and the type of customer who needs it. An example I like to use when talking with salespeople is to never forget the one word found on every bottle of shampoo. Professional Selling Skills Sales Call Best Practices Sales Development Training Sales Motivation Uncategorized closing sales process sellingWhat good is having a sales process if you don’t use it?

Price is Only A State of Mind

The Sales Hunter

He wanted to walk me through one example after another about sales he lost because his boss wouldn’t cut the price. After hearing two examples, I cut him off. Blog Closing a Sale pricing Professional Selling Skills closing a sale discount price

How to Use Conversational Sales to Keep Up with Modern Buyers

Selling Power

Here are some of the most recent examples. Selling SkillsBuyer behaviors are always evolving, and sales teams need to keep up with them. Technology plays a key role here. Software development is getting faster every day, and so is the way consumers adopt this technology.

Selling Benefits and Not Features: Why is This So Hard to Do?

The Sales Hunter

One of the best examples I’ve found when trying to see the difference between product features and customer benefits is to think of it in terms of music. View what you sell as music, whether it be a product or service. The biggest gain you’ll get from looking at what you sell in this manner is you’ll find yourself connecting with the customer faster and closing sales faster — and doing both at a higher price.

Your Customer Lied. Did You Even Notice?

The Sales Hunter

For example, think about this line we have all heard from a customer: “No, I can’t buy from you right now.” Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.

Is Your Sales Process Slow or Fast?

The Sales Hunter

Selling fast works great because it gets you to a state of actually doing business with the client rather than merely talking about it. An example might be an analysis or testing process. Is your sales process slow or fast? There are valid arguments for both sides.

A Lazy Salesperson’s Calendar

The Sales Hunter

To give you an example of how some salespeople can waste the better part of the year, I put together a few numbers below. 169 Remaining days to sell. - 8 Spent in a “deep funk” worrying about not having enough time to sell.

2nd Secret to Selling at Full Price: Position Your Product to Warrant Full Price

The Sales Hunter

We are continuing on our quest to look at the 5 Secrets to Selling at Full Price. If your customers see what you;re selling as being cheap, then they’ll expect you to sell it to them at a reduced price. Blog pricing Professional Selling Skills price

Don’t Build Sales Plans to Make Your Goal!

The Sales Hunter

Let’s use an easy example. Blog Professional Selling Skills Prospecting Sales Development Training Sales Motivation sales goals sales motivation That title sure seems strange coming from me, doesn’t it?

Why Are You Trying to Sell Me? Quit Sending Me Stupid Emails. You Don’t Know How to Sell.

The Sales Hunter

Here is just one example of what I received recently: “Our markets are promising. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting

Email Prospecting: Three Opening Sentence Strategies to Get Your Email Read

The Sales Hunter

They scream, “I’m trying to sell you something!” Examples would be an industry event, a competitor, an acquisition, annual or quarterly report, press release, awards or recognition, promotion, etc.

9 Ways to Find Out if Your Customers Think You Are a Sales Leader

The Sales Hunter

I’m not talking about your company or what you sell as being a sales leader. Do your customers ask you for your input in things that go beyond what you sell? Would they be able to recall specific examples to go alongside each one of the questions?

Time Chunking: It’s Not Just for Time Management Freaks

The Sales Hunter

Example of time chunking might be how you handle phone calls, email or daily reports. Blog Consultative Selling Customer Service Motivational Sales Speaker Phone Sales Tips Professional Selling Skills Prospecting Sales Motivation prospecting sales motivation time time management

Close More Sales by Giving Your Customers an Option

The Sales Hunter

Let me give you an example as to how easy this approach is. An example of this is during the sales call you and the customer get to talking about how little of a particular item they might need and how you can ship it in very small quantities.

Slow Sales? Training May or May Not Be the Solution.

The Sales Hunter

Well, before any training can be affective, you first need to explore these questions regarding the sales slump: Is the poor performance based on poor attitude or lack of skill? Is your company and/or sales team in a bit of a sales slump?

These 21 Sales Call Tips Are the Best You’ll Ever Read

Gong.io

Cold calling , for example, is a major outlier. For example, use “we” language when you want to warm your buyer up on a cold call. Here are some examples: Can you help me understand your biggest challenges when it comes to sales effectiveness? Selling Skills

Who wants to sell like a millionaire?

Go for No!

One of my favorite examples is one Richard shares with audiences when we speak. You may just be selling to a “millionaire” and you don’t even know it! Uncategorized mental spending limits money mindset selling skills