When the COVID-19 pandemic swept the world with its full fury, it quickly became evident that empathy would rule the day.
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If learning how to sell in the “next normal” isn’t difficult enough, there’s a new face at buying conversations these days that’s causing sellers to tear up the playbook and rewrite the conversation.
Sales always has been and always will be a function of margin. That’s why it’s so crucial for your salespeople to be able to handle price objections effectively and sell on value every time.
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.”
People tend to be automatically suspicious of anyone trying to sell them something. That’s why one of the primary goals of a salesperson is to form a bond with their potential customer and establish trust quickly. In this regard, it’s essential to make a good first impression with prospects, especially in face-to-face meetings.
In today’s marketplace, consultative selling is a critical differentiating factor. Competition is fierce and buyers have endless options available at their fingertips. Having a good product or service is no longer enough to stand out
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.
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.
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?