Many people have asked me if I could create a set of guides and checklists to help sales people prepare for meetings and other common sales situations – we all love a good checklist. So I am going to publish a number of these free guides under the Instant Sales Guide banner. Ideas so far […]
Sales Training Consultants
Performance Through People
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Instant Sales Guides – The Launch!
June 2, 2010 – 5:20 pmPosted in Sales Guides Also tagged business issues, sales competencies Comments Off on Instant Sales Guides – The Launch!
Sales Training – Common Mistakes
May 28, 2010 – 12:17 pmHow many times has your company run sales training with no visible effect on the business after the training? There are many reasons that sales training fails, here are some of the most common: No Clear Objectives Many times we have been told by sales managers that their sales team can’t close, so they obviously […]
Posted in Training Also tagged sales cycle, sales managers, training needs analysis Comments Off on Sales Training – Common Mistakes
The New Buyer
May 19, 2010 – 10:19 amHave you noticed something has changed in sales? Everyone now talks about every sale being price sensitive – is this true or is it just sales people making excuses? Firstly, when I do account/opportunity reviews, I am still amazed how many sales people really cannot articulate their value proposition and show a clear line of […]
Posted in Customer Focus, Negotiation, Sales Process Also tagged BATNA, business drivers, business issues, change, proposal, value proposition Comments Off on The New Buyer
BATNA – Best Alternative to a Negotiated Agreement
May 8, 2010 – 6:16 pmOne of the concepts that sales people often have difficulty with on an advanced negotiation skills course is BATNA. I intended to create a blog for this topic in the future but there is such a great BATNA example in the news at the moment, I thought I should cover it now. So the situation […]
Posted in Negotiation Also tagged BATNA, change, culture, value proposition Comments Off on BATNA – Best Alternative to a Negotiated Agreement
Buying and Selling Cycles
May 7, 2010 – 3:37 pmSo what are buying and selling cycles and why are they important to sales people? Let’s start with the customer’s buying cycle. (Note please click slides for larger views). The buying cycle is the steps in the process that the customer has to work through starting with idea of doing something (an awareness of needs) […]
Posted in Customer Focus, Sales Process Also tagged business issues, customer commitment, proposal, sales competencies Comments Off on Buying and Selling Cycles
The Commitment Staircase
April 28, 2010 – 11:13 amAs I mentioned in my previous post, I wanted to channel the energy I saw in a customer’s sales force away from annoying the customer by closing at inappropriate time to adding value to the process. All of the sales people had been taught to close all the time, but when selling more complex products […]
Posted in Closing Also tagged complex products, complexity, customer commitment, proposal Comments Off on The Commitment Staircase
What Customers Want From Sales People
April 20, 2010 – 9:33 amDo you have a minute? Quickly write down four qualities that customers would like sales people to demonstrate before they buy from them (No peeking!). When I run this session, I write the acronym IKEA vertically down the flipchart and ask people to come up with qualities that start with the four initials, sometimes adding […]
Posted in Customer Focus Also tagged customer commitment, sales competencies, sales managers Comments Off on What Customers Want From Sales People
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