Understanding the Sales Force
OCTOBER 12, 2022
I receive calls and emails that begin with things like "My salespeople are complacent" or "My salespeople need some training on closing" or "My salespeople aren't bringing in enough new business" or "My salespeople need help with negotiating" or "Our team has a lot of stalled opportunities."
Bernadette McClelland
JANUARY 20, 2018
5. Know your prospects. Find the problem, discover solution, present why solution is best for prospect. 9. Negotiation. So, if we take the top three as a sample and reframe them as our foundational basics, our previously shared ‘surface basics’ seem a little lacking: Complex Problem Solving Skills. Build rapport.
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Partners in Excellence
MAY 13, 2022
We have terrific programs about how we sell. They may be more narrowly focused on specific skills like objection handling, prospecting, closing, negotiation. Why not train sellers with the same programs, processes, jargon our customers use rather than “invent” a unique “selling approach?”
The Digital Sales Institute
MAY 11, 2023
Selling skills for new salespeople usually have some differentiators from the sales skills that a more experienced salesperson has due to learning about the sales process and understanding all the steps in the sale alongside product knowledge. Selling today can range from the uncomplicated to the deeply complex.
Pipeliner
OCTOBER 25, 2022
In today’s expert insight interview, Amy and John discuss “How to improve your consultative selling skills.” ” This Expert Insight Interview Discusses: What are the various consultative sales skills? Approach to Consultative Selling. The Influence of the Pandemic on Consultative Selling.
The Sales Hunter
JUNE 25, 2013
Professional buyers are just that because they know how to negotiate. Blog Closing a Sale leadership Negotiation pricing Professional Selling Skills Prospecting Purchasing Department buyer negotiating negotiation price professional buyer prospect prospecting purchasing department'
The Sales Hunter
MARCH 25, 2014
Do you know what you’ll be doing less of if you become better at prospecting? Negotiating. You’ll be doing a lot less negotiating. I imagine that is music to your ears, because who of us really likes negotiating? Most salespeople I meet really don’t care for negotiating or prospecting.
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