Delivering Bad News:
How It Affects Selling Today
This webinar took place on May 18th at 12:00 PM EDT / 9:00 AM PDT – But Don’t Worry! We Recorded it:
Can Salespeople Sell Despite Disruption? Yes!
With sanctions from the war in Ukraine, and unprecedented demand coming out of the pandemic, the global supply chain mess that started with COVID is only getting worse.
This has created a whole new set of challenges for business leaders, salespeople, and teams, who must deal with a new wave of shortages, shipment delays, rising prices—and—the customer frustrations these bring.
It stands to reason that salespeople are questioning whether they can continue selling, given the persistent customer frustrations they are facing. We believe they can, but only when they possess an agile and resilient mindset towards overcoming customer concerns, whatever they may be.
What You’ll Learn
This webinar will teach your sales teams how to confidently break
“bad news” to clients in a way that doesn’t jeopardize the sale.
Proactively address buyer concerns
Talk about supply chain issues and pricing pressure in a way that builds trust, rather than fueling concerns that could stall or destroy the deal.
Eliminate late-stage concerns with better probing questions
Learn how to use probing questions to predict (and avoid) buyer concerns that would otherwise surface later in the sales cycle.
Unravel complex motivations of larger buying teams
Uncover and learn how to speak to the motivations of every person who makes up a buying team.
Improve client relationships by building trust and rapport
Meet Your Panelists
You won’t want to miss out on gaining their perspective.
Director of Sales Effectiveness
Kathleen is a top 1% sales performer who understands how to shift processes that increase a company’s bottom line.
VP of Sales Performance Research
Michelle is an expert at analyzing data to uncover the most impactful insights so sales leaders can move the needle forward.
Talent Strategy Consultant
Juan knows what motivates people, and helps management determine how to place the right people in the right roles.
EQ (Emotional Quotient) Assessment
What is Emotional Quotient?
Emotional Quotient, or EQ, is a measure of emotional intelligence, similar to IQ which is often referred to as a measure of intelligence. Unlike IQ, EQ is a skill set that CAN be learned.
EQ is critical to high sales performance because it allows a salesperson to sense, understand, and effectively apply the power of their own emotions during interactions with buyers.
The buying process is an emotional experience for both the customer and the seller. The more a salesperson understands the emotions invested in a sales interaction, the better equipped they are to consult effectively with buyers and successfully close the deal. In addition, salespeople with high emotional intelligence are better able to collaborate with other departments and excel in team selling situations.
When the high-pressure environment of a sales role is met with low emotional intelligence, your organization is left with burnout, disengagement, and high sales rep turnover. The EQ Assessment reveals strength and gap areas relating to emotional intelligence and offers insight into improving low competency areas.
What Does the EQ Assessment Measure?
- Social Awareness
- Social Regulation
Conversations with Confidence
The selling process has become more complex and dynamic as clients have more complex needs than ever before.
Nearly every industry has been impacted by pricing pressure and supply chain issues.
For your team to be successful in tumultuous times, they need more advanced training that goes beyond the basic selling process.
They need a competitive edge that empowers to proactively engage with their clients, addressing difficult conversations and positioning themselves as a trusted partner rather than another salesperson making promises they cannot always keep.
- Increased Self-Awareness
- Improved Close Rate
- Improved Client Relationships
- Enhanced Team Dynamics
Learn sales negotiation skills that protect margins, stop price-cutting competitors, and increase profitability.
Learn the do’s and don’ts of effective negotiation using a buyer-focused sales process, and techniques to prevent sales objections from prospects and customers before they ever surface.
Your sales professionals will walk away with the negotiating skills to close deals that might otherwise be dead-locked, and dramatically improve your bottom line profits.
This program is for sales leaders and sales reps looking to master the negotiation strategies and techniques needed to outsell the competition—while maintaining healthy margins.
- Recognize Buyer Negotiation Tactics
- Protect Your Price and Increase Your Margin
- Win Against Competitive Price Pressure
- Avoid Price Objections Completely
Have You Read Our New Book?
Agile & Resilient: Sales Leadership for the New Normal
Do you find yourself questioning the makeup of your sales team?
Are your costs on the rise, but customer pressure to lower prices is stronger than ever?
Are you monitoring more metrics, yet struggling to effectively change sales behavior?
Does daily firefighting steal the time you need to coach your team to better performance?
And most of all… are you concerned that what’s worked in the past is not as effective now?
If you are asking yourself any of these questions, this book is for you.