Not closing enough deals? Maybe you’re talking too much. Watch this short video by Sales and Marketing strategist, Steve Yastrow: It’s not the smooth talk or the dazzling presentation you’ve delivered that get the order. Sales happen when customers make their own decisions to part with their money and invite you to be one of […]
There are plenty of old-school techniques for training your sales team that rely on outdated methods of reaching the customer. In a technologically connected era, sales teams must combine the strengths of in-person sales (if such sales even happen in your industry) with the essential skills of managing client relationships online. Management of businesses need […]
Effective CRM training is the key to getting your sales team onboard and off to a fast start, without disrupting their sales efforts. Lack of user adoption is the #1 killer of CRM rollouts. However, typical training approaches can err on both sides of the equation, too much information as well as not enough. Common […]
The “World Happiness Report” for 2017 was recently released and it made me wonder how happy sales people are around the world. The World Happiness Report measures happiness in countries around the world, based on several different factors: GDP Social Support Healthy life expectancy Freedom to make life choices Generosity Perceptions of corruption Dystopia – […]
Do your salespeople have goals for 2017? Whose sales goals are they, theirs or yours? If your sales team hasn’t taken ownership of the goals you have for them, then you’re in trouble. If they don’t have the means to tie their daily activities to those goals and measure their progress, then expect things to […]
In the recently released “Inside-Out Selling“, we talk about the importance of finding your mission in life and include a few exercises for salespeople to use themselves and for sales managers to use with their team, as a part of an overall sales training program. The best salespeople have a strong inner drive that keeps […]
Inside Out Selling – Sales training programs and sales books have not evolved as quickly as the marketplace you’re competing in. If you’re managing salespeople, you know that there is a lot that’s “new” that salespeople must master in order to be successful in today’s marketplace. Prospects and customers are harder than ever to get “in […]
What’s the most precious commodity in relationships with customers? With decades of experience working closely with clients, my answer is that it is either time or trust. Obtaining a customer’s time is where a tremendous portion of salespeople’s effort goes which generally is in the interest of earning the customer’s trust. You can have time […]
Teaching Salespeople Empathy – We’ve all heard plenty about the importance of listening skills in selling. Unfortunately, I think many sales trainers and salespeople misunderstand the intention and end up teaching and learning to be quiet and let the customer talk, without learning to really understand the customer. If our focus is to truly help […]