The first answer to the question “what can sales people do differently” is to educate their buyers, adding value by teaching them something they don’t already know. This approach takes time, skill and resource, but ultimately is the only way to differentiate themselves from the competition. To do this, sales people need to be able […]
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Performance Through People
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Creating meaningful value propositions
February 14, 2012 – 8:13 pmPosted in Customer Focus, Sales Management, Sales Process, Uncategorized Also tagged business issues, gathering information, sales managers, sales person Comments Off on Creating meaningful value propositions
Business Development Strategies
January 30, 2012 – 5:34 pmTimes 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 […]
Posted in Customer Focus, Executive Selling, Sales Management Also tagged Coaching, priorities, sales managers Comments Off on Business Development Strategies
Sales Objections
July 20, 2010 – 3:32 pmI 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 […]
Posted in Customer Focus, Handling Objections, Sales Attitude Also tagged empathy, gathering information, qualification, questions, sales competencies, sales person Comments Off on Sales Objections
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, questions, sales person Comments Off on SMARTER Questions – Discussion
Negotiation Checklist – Instant Sales Guides
June 2, 2010 – 5:50 pmPart of the Instant Sales Guides series The Negotiation Checklist Understanding the Customer ☐ What is the business issue they want to solve? (What’s their ROI?) ☐ Who is involved, who are the buying influences and how do they view us? (Executive Sponsor, User, Technical, Coach, Third Parties) ☐ Who are we actually negotiating with, […]
Posted in Negotiation, Sales Guides Also tagged BATNA, customer commitment, sales competencies, sales person Comments Off on Negotiation Checklist – Instant Sales Guides
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, sales person 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, sales person Comments Off on BATNA – Best Alternative to a Negotiated Agreement
Closing Sales
April 28, 2010 – 10:46 amClosing is a very interesting topic for sales and the whole business. I recently got a call from a Sales Director who said he said he wanted a 1-day closing course for his sales team because they just couldn’t close. As I tried to drill down into the detail, he got quite exasperated, and said […]
Posted in Closing Also tagged business issues, complex products, proposal Comments Off on Closing Sales
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