I was running a Resolving Objections workshop a few weeks ago and I always start by getting the group to call out the most common objections they face and I write them on a flipchart to work with later in the day. I always jot down the objections after the workshop and I have noticed […]
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Sales Objections
July 20, 2010 – 3:32 pmPosted in Customer Focus, Handling Objections, Sales Attitude Also tagged empathy, gathering information, qualification, sales competencies, sales person, value proposition Comments (0)
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, priorities, qualification, sales competencies, sales managers, sales person Comments (0)
The Art of Sales Management
June 9, 2010 – 1:23 pmFollowing on from the post “The Art of Sales”, I thought it might be useful to list some questions that can be used by sales people under the 5W’s and 1H headings. These are also the types of question I would use as a sales manager to see if my sales person really had a […]
Posted in Sales Management, Sales Process Also tagged business issues, qualification, sales managers, sales person Comments (0)
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, priorities, team energizers Comments (0)
Sales Energizer – SMARTER Questions
June 6, 2010 – 5:09 pmAs I wrote the last two posts on SMARTER questions, I thought of an exercise I do in workshops that would make a great energizer for a sales meeting. Basically, the sales manager starts the session with a 10 minute discussion on the value of SMARTER questions using the information in the posts and on […]
Posted in Coaching, Sales Management, Training Also tagged question checklist, team energizers Comments (0)
SMARTER Questions – Discussion
June 6, 2010 – 4:53 pmA few people have asked me to say more about SMARTER questions than just the checklist of good questions that I published in the previous quote. There is some detail already on the website under the more detailed guide, but I thought I would use this post to talk more about why SMARTER questions are so […]
Posted in Customer Focus, Executive Selling, Sales Guides Also tagged business drivers, business issues, sales person, value proposition Comments (0)
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, priorities, question checklist, relationship Comments (0)
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