Times are tough, customers are delaying decisions, business is very competitive, customers are more purchasing savvy than at any time and they really don’t want to be sold to by sales people. But no-one told you that selling was easy! So what is the standard response from sales managers (VPs/Directors/managers) to this situation? Unfortunately it […]
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Business Development Strategies
January 30, 2012 – 5:34 pmPosted in Customer Focus, Executive Selling, Sales Management Also tagged Coaching, sales managers, value proposition Comments Off on Business Development Strategies
Top 5 Reasons that Sales Deals Fall Apart
June 14, 2010 – 12:09 pmFollowing on from the last post, I dug out some research on why deals fall apart which highlights the importance of qualifiaction and spending your time in the right places. So here are the top 5 reasons that dales deals fall apart: 1) Deal Not Qualified Some key questions you should always be asking to […]
Posted in Closing, Sales Process Also tagged business drivers, influencer, qualification, sales person Comments Off on Top 5 Reasons that Sales Deals Fall Apart
Qualification Acronyms – Instant Sales Guides
June 14, 2010 – 11:36 amAcronyms are excellent ways of remembering a set of ideas, and they are particularly good for sales qualification. To me, sales qualification is absolutely crucial for any sales person – where are you going to spend your time most effectively, which business can you win and which business should you walk away from? The one […]
Posted in Closing, Sales Guides, Sales Management, Sales Process Also tagged gathering information, qualification, questions, sales competencies, sales managers, sales person Comments Off on Qualification Acronyms – Instant Sales Guides
The Best Sales Poem
June 8, 2010 – 4:12 pmSorry, but I seem to be having a Kipling day (no, not the one the bakes exceedingly good cakes, Rudyard). Having written the last post I began thinking about one of my favourite poems and one, that I believe, says so much about the attitude and virtues of professional selling. So here’s the poem – […]
Posted in Sales Attitude Also tagged authenticity, empathy, patience, sales person Comments Off on The Best Sales Poem
Sales Mindset – The Problem Solver
June 7, 2010 – 10:46 amIn previous posts I have spoken about the New Buyer and how they differ from buyers of 20 years ago – basically they have all the information at their fingertips to make an informed decision about what you are selling. So what can the “new” sales person offer their customers? Personally, I think we all […]
Posted in Customer Focus, Training Also tagged business drivers, business issues, customer commitment, questions, team energizers Comments Off on Sales Mindset – The Problem Solver
SMARTER Questions Checklist – Instant Sales Guides
June 4, 2010 – 1:57 pmPart of the Instant Sales Guides series © The SMARTER Question Checklist For a detailed description of what SMARTER questions are, and why they are a great aid to selling, please visit the website page. Here are some examples, and as they have to be specific to a customer, I have used examples that IT […]
Posted in Sales Guides Also tagged chief executive officer, chief financial officer, influencer, question checklist, questions, relationship Comments Off on SMARTER Questions Checklist – Instant Sales Guides
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