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 Off on Sales Objections
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 Off on Qualification Acronyms – Instant Sales Guides
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 Off on The Art of Sales Management
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 Off on Sales Mindset – The Problem Solver
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 Off on Sales Energizer – SMARTER Questions
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 Off on SMARTER Questions – Discussion
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 Off on SMARTER Questions Checklist – Instant Sales Guides
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