Every salesperson will have a unique selling style and way they interact with prospects and customers.
Published on June 10, 2019
Check out the latest and greatest articles on Presentation Skills from The Brooks Group. Learn best practices for delivering successful sales presentations.
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.
Published on May 14, 2019
Online sales presentations have become a critical part of almost every B2B sales process. Presenting online reduces many of the cost and time barriers associated with traditional in-person presentations, while modern conferencing technology makes it possible to deliver all of the benefits.
Published on November 29, 2018
Sales negotiation can be a source of dread for salespeople. It’s especially painful when a rep thinks they’ve closed a deal and then the prospect surprises them by wanting to “talk about the details.”
With the right sales negotiation strategy, even this part of the sales process can remain warm and result in a win-win outcome for all parties.
Published on August 29, 2018
There are many different reasons behind why a prospect or customer makes a B2B purchasing decision. But all of those reasons typically fall under 4 basic Buying Motive categories.
Why is it important for your salespeople to understand these categories?
Published on February 26, 2018
There’s nothing more discouraging for your sales reps than to reach the end of a sales presentation and hear, “I have to think it over and get back to you."
In today’s competitive marketplace, your reps must make the biggest impact on prospects when they have the chance. That’s why it’s so important they feel confident delivering a convincing sales presentation.
Published on January 24, 2018
As humans, it’s in our nature to be drawn to stories. A good story grabs our attention, helps us visualize and understand information, and connects us to both the storyteller and the characters within the story.
Published on May 03, 2017
Handling price objections is one of the greatest challenges that sales professionals face today. Check out this post to learn the 5 step formula to handling price objections and protecting margin.
Published on October 04, 2016