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Category Archives: Sales Coaching



Secret weapons: Open-ended questions and listening

 

Joe Smith, a salesman with ABC Industrial Supplies, called on a prospect, the Wagner Chemical Co., in January. He met with the company’s purchasing agent, Allison Stevens, who spent twenty minutes with the visitor. No sale. Two months later, Angela Jones, another sales professional at ABC, called on the same company. She, too, met with Allison Stevens for twenty minutes. But the following day, Wagner Chemical signed a long-term, highly-profitable supply deal with ABC.

 

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How to Overcome Common Objections from Prospects

 

Sales professionals face many challenges, but perhaps the most daunting is how to handle the objections of prospects. Stumbling blocks can be encountered at any stage of the process–from the gatekeeper on the initial cold-call, or much later, after a proposal has been submitted and presented. Here are a few of the most common objections, and how to deal with them: The gatekeeper, for example, might inform you that “We’re happy with our current provider,” or “We’re not looking right now.” You could respond by informing the gatekeeper that you are working with several other companies in her industry, and you stopped by to introduce yourself so that, when the time comes, you will be an option for her company Learn More.

 

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Secret to a Successful Sales Presentation? Target your audience

 

Most sales professionals are capable of giving sales pitch presentations; unfortunately, many are tiresome and irrelevant. The simplest way to avoid giving a mundane presentation is to target your audience. Generic sales presentations never have the same impact as those that are tailored. Typically, however, an audience includes multiple types of people, which means you will need to address several different agendas. Accounting and purchasing professionals, for instance, will focus on cost. CFOs and accountants are often incentivized almost entirely on cost, but this is a short-term, short-sighted “solution.” It might be worthwhile to mention that the cheapest vendors often peddle an inferior product or service, which entails additional cost later. Purchasing a lower-priced product that routinely breaks down or Learn More.

 

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Athletes Need a Coach, So Do Salespeople…

 

Sales leadership is analogous to football in the sense that medium-to-large-organizations tend to have two or more “layers” of management—comparable to coaches and assistant coaches in the NFL. Every team has a head coach, who oversees the entire program, and assistant coaches, who specialize in running backs, quarterbacks, linebackers, and so on. Likewise, the typical sales hierarchy consists of a CEO or VP (head coach), supported by several sales managers and account managers (assistant coaches), each with their own “players” and specific realms of responsibility. Sales leadership training, then, could be described as “coaching the coaches.” A sales manager might be considered a “sales coach“. Sound leadership training recognizes the fact that sales managers are charged with a task shared Learn More.

 

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What Is Your Top Tip For Finding Prospects?

 

A sales management team has to create a strategy for representatives at their company that not only helps to increase the number of prospects that are found, but also ensures that these potential clients are qualified to do business in a way that is beneficial for the organization. If a unified front is presented to representatives by the management team, salespeople at the company should be able to have an idea of exactly which way to pursue new clients. It is important to first divide your customer base into verticals, as this will create an organizational plan to help minimize repeat calls and allows for representatives to split up their targets. When splitting up the potential clients into verticals, group Learn More.

 

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What Makes an Effective First Call in Sales?

 

A sales management team needs to use a sales training program that highlights the important things that a representative needs to do during their first sales call with a potential buyer. A representative needs to understand that they need to demonstrate certain things to the client during the first correspondence. They need to be positioned well in the mind of the buyer, come across as professional, and convey that they are as competent and focused on the buyer and their objectives as possible. The buyer should be able to feel a high level of comfort, trust and competency in the rep and their organization, and the potential client should feel that the salesperson has the resources with which to address Learn More.

 

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What Is The Best Way To Grow Your Prospect List?

 

There is no magical solution for building a prospect list. A sales management team may be able to help determine the best strategies for their representatives, but when it comes down to it, salespeople need to do the ground work. Representatives need to realize that the list is not going to grow unless they are proactive in trying to find more clients. There are a variety of ways with which you can approach the market. You can cold call on the phone, work face-to-face, use networking, attend seminars or executive briefings, use email blasts, newsletters, advertising, SEO, referrals or user groups. There are many methods for prospecting and lead generation with which to grow your pipeline. I think the secret Learn More.

 

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What Are The Top 3 Fears Of Salespeople And How Do You Overcome Them?

 

There are many fears that salespeople may have about their job, due to the nature of interacting with new people on a daily basis. However, there are three major things representatives are fearful of concerning their job. Embarrassment The number one fear is not rejection, despite what many people think, as the top thing that representatives are fearful of is getting embarrassed in front of a prospect or a customer. You manage this fear by not opening your mouth and talking about things that you have no knowledge of, and a sales management team has to emphasize this notion during training. Representatives should not be making promises that they cannot keep or telling someone that they did something when in Learn More.

 

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This Is A Sales Call, Not A Marriage Proposal

 

For some salespeople, maintaining an appropriate emotional distance from their clients is no problem. For others, it’s a real struggle. Sales is about gaining trust. It’s not about promising a prospect the stars and the moon. If you find yourself getting down on bended knee and proclaiming of course it’s no problem to push the shipment through three days early (knowing full well the havoc this will create for production), that’s a clear sign you’ve lost sight of your mission. Too many salespeople—especially those new to sales—fall into the black hole of overvaluing relationships. Overvaluing relationships means placing too much emphasis on the dynamic between yourself and your prospect. Going into a sales call with a mindset of wanting to Learn More.

 

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