Risk-averse buyers present a unique challenge for your salespeople, especially in a complex sale where there’s a large financial investment at stake. When a bad purchasing decision risks large portions of budget as well as the reputations of decision makers, status quo is often your sellers’ biggest competitor.
Help your salespeople overcome risk aversion and shorten the sales cycle by coaching them with these 6 tips.
This post comes from Michelle Richardson, Vice President for Sales Performance Research at the Sales Performance Research Center.
This post comes from Michelle Richardson, Vice President for Sales Performance Research at the Sales Performance Research Center.
The Brooks Group is proud to announce the launch of the Sales Performance Research Center.
This guest post comes from Victoria Young. Victoria has over 10 years of experience in digital strategy for the launch of innovative experiences for global products in consumer technology, including uberPOOL and Facebook Live.
This guest post comes from Dan Tyre, Sales Director at HubSpot. Dan is skilled at inbound marketing, inbound sales, inbound service & building a culture of personal responsibility and achievement. His goal for the next 30 years is to do the most good in the universe.
Team selling is the art of bringing in the right people at the right time to make prospects feel more comfortable, validate claims, and provide everything the potential customer needs to make a good decision.
Engaged salespeople are the difference between a high and low ROI on your sales training. But with attention spans at an all-time low, what can you do to keep participants focused during training?
Every salesperson has been there; the frustrating experience of a stalled deal in the pipeline.
Should your sales reps spend their time trying to revive the sale, or should they cut their losses and move onto the next opportunity?
The ability to close business is the ultimate determinant for how successful a salesperson is. With the pressure to hit their number, it’s no wonder that sales reps often focus their energy and attention on “closing strategies.”
This self-focused mindset can actually do more harm than good, however, as a race to the close can erode trust and turn buyers away.
Since the 1960s, emotional intelligence (EQ) has been recognized as a critical component of both personal and professional success. Yet many organizations focus primarily on building hard sales skills on their sales teams, while neglecting emotional intelligence skills.
Every salesperson will have a unique selling style and way they interact with prospects and customers.
Without even realizing it, your salespeople may be pushing potential buyers away by using the wrong communication approach.
Every buyer has a unique personality style and will feel more comfortable and at ease when they are sold to in a specific way.
