Building rapport with customers is a critical component of successful selling. As technology changes, most buyers report that they prefer to search for solutions online rather than having a conversation with a sales representative.
That’s why it’s critical that your salespeople are skilled at building rapport quickly and providing value when they do have the opportunity to talk to a buyer.
Trust is an intangible measure of relationship with very tangible business results. It is often the differentiating factor in a sale and, once lost, it is very difficult to regain.
Be sure to coach your salespeople on the ways they can establish and maintain trust with buyers. Here are 6 steps they should follow throughout the sales process to do just that.
Effective sales funnel management is a key tool in optimizing your sales team’s performance. A well-managed sales funnel will move prospects through the sales process faster, reduce unnecessary losses, and help your team win more deals.
There’s been quite a bit of noise around the prospect of an economic downturn, if not a full-blown recession, based on forecasts from many economists.
Onboarding new sales reps effectively is a critical success factor when it comes to retention and performance levels. Unfortunately, it’s an area that most sales organizations struggle with.
Chasing unqualified prospects that never close is one of the largest wastes of your sales team’s time and resources.
For this reason, it’s key to equip your salespeople with the ability to quickly assess whether a prospect is truly qualified, and throw them back to sea if not.
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.
