Tag: sales process

4
Aug

7 Awesome Questions To Ask Your Sales Reps After Every Sales Call

A well-prepared sales rep always has a greater chance of landing a sale than those who aren’t. So, how should your sales reps prepare for a sales call? Start by asking them the right questions to get them thinking about their next appointment from a more strategic perspective. 1. How did you demonstrate credibility with the decision maker? What words and

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24
Jul

10 Smart Ways to Overcome the Most Common Sales Training Problems

Sales training can be highly effective. It can also fail to provide the ROI you expect. Here are 10 reasons why sales training doesn’t work, and the solutions to help you implement a successful sales training program: Problem #1: Too much content, too little time – The human brain can absorb only a certain amount of information in a day. But

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20
Jun

8 Reasons Why Qualifying Makes You an Awesome Sales Rep

1. You don’t get derailed by unknown decision-makers. Part of qualifying is finding out each of participants involved in the purchase decision. Fully qualifying means, you know who the influencers, gatekeepers, internal coaches, users and decision-makers are. Smart salespeople take the time to ask about the buying process, as well as all the participants in the buying decision. That way,

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14
Mar

10 Things You Can Do to Become a Better Salesperson Right Now

We all want to improve as sales professionals and skill development is a lifelong process. Here are ten things you can do right now to become a better salesperson and improve your sales performance. 1. Remove demotivating factors from your life Whether it’s toxic people, the 24-hour news cycle, demoralizing Facebook/Twitter posts, or TV addictions, you need to limit anyone

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8
Mar

5 Behaviors of Stellar Salespeople You Should Replicate Now

We desire to be stellar salespeople. But what are the common characteristics of superstars? Some traits deal with internal factors such as personality style and thinking patterns. Other traits deal with things that can be replicated such as behaviors and activities. Here are five common habits that top performing salespeople do on a consistent basis. 1. They do things this year

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1
Feb

4 Simple Steps for Upselling Your Customers

What is your strategy for leveraging more sales with your existing customers? Apart from simply asking for more business, the goal is to develop or reinforce your relationship with key contacts in the account. From that you gain the intelligence you need to maximize sales with your customers. Here is a four-step strategy to intelligently upselling to your customers: 1. Select

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14
Dec

4 Smart Ways to Coach Your Sales Reps on a Sales Call

How often should you step in and save a sale when you’re out in the field with one of your sales reps? You need the revenue, so why not? As a sales coach, your goal is to develop your sales reps to drive and close sales on their own – not to save them every time they need you to

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13
Sep

16 Questions You Need to Ask Your Customers Right Now

Ask your customers about their business and where it’s going. Focus on collecting information relevant to what, why and how customers buy from you. In addition, you also need to share this with the marketing department. (If you don’t have one, then you are the marketing department.) I’ve divided up 16 questions into two categories – questions to learn more

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5
Aug

6 Truths That Separate Superstar Salespeople from the Mediocre Masses

From my two decades of training and coaching salespeople, here are six fundamental truths about what it takes to become a great salesperson. Many people are in sales, yet few excel at it. My advice to young people considering a career in sales is: “Go for it!” Professional selling can be the best paying job in the world or the worst. Only you

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26
Jul

5 Ways to Rock Role Plays with Your Sales Reps

Want to improve your sales reps’ selling skills? Here are five things you can do to role-play effectively and get the results you want. For many salespeople, role-playing is not a priority. However, actors, athletes and musicians all practice their craft – a lot. The best one’s practice (role-play) constantly to improve their performance. Why shouldn’t salespeople? As a sales

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