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Yearly Archives: 2010
The Law of Unintended Consequences
August 4, 2010 – 3:06 pmIt is interesting how companies and governments often fall into the trap of the law of unintended consequences. The basic idea of the law is that we try and set rules to create one set of outcomes but people (and sales people are really good at this) think of ingenious ways to use the rule […]
Posted in Sales Management, Sales Process Tagged complexity, consequences, sales managers Comments Off on The Law of Unintended Consequences
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 Tagged empathy, gathering information, qualification, questions, sales competencies, sales person, value proposition Comments Off on Sales Objections
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 Tagged business drivers, influencer, priorities, 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 Tagged gathering information, priorities, qualification, questions, 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 Tagged business issues, qualification, questions, sales managers, sales person Comments Off on The Art of Sales Management
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 Tagged authenticity, empathy, patience, priorities, sales person Comments Off on The Best Sales Poem
The Art of Sales
June 8, 2010 – 12:40 pmTo me, the key skill of a sales person is questioning, being able to get the customer to give you all the information you require to enable you to deliver the order-winning proposal. After all, selling is a game and the gaining of information like searching for all the pieces of the jigsaw puzzle to […]
Posted in Coaching, Customer Focus, Training Tagged empathy, gathering information, question checklist, sales competencies, sales person Comments Off on The Art of Sales
Call Plan – Instant Sales Guides
June 7, 2010 – 2:27 pmPart of the Instant Sales Guides series © Here are some examples of what questions you can ask yourself prior to a call (either face to face or telephone) together with some debrief questions to help you move the sales forward. These are also detailed in the Instant Sales Guides tab together with an actual […]
Posted in Sales Guides, Sales Process Tagged call planning, objective, sales cycle, smart objectives Comments Off on Call Plan – Instant Sales Guides
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 Tagged business drivers, business issues, customer commitment, priorities, questions, 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 Tagged question checklist, questions, team energizers Comments Off on Sales Energizer – SMARTER Questions
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