In more than 40 years of coaching sales professionals here at The Brooks Group, we’ve been able to identify, with a fair amount of accuracy, the five types of selling profiles that define the professional
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With most businesses still reeling from the economic impacts of the first half of 2020, and with a few months remaining this calendar year, it’s time to end the bemoaning, wound-licking, and belly-aching; to reset the tables; and to focus on real solutions to maximize your revenues right now.
It’s been quite a ride since mid-March, and as sales leaders, you likely are still trying to make sense of a marketplace that can often be nonsensical.
Technology has made it a difficult time to be a human during online communication – advances like artificial intelligence, machine learning, and bots have mitigated the need for organic beings to be involved in many aspects of the selling paradigm.
Fortunately for those of us who walk upright, humanity is still critically important – particularly given the importance of consultative selling as a means of resonating with buyers.
Working Remotely From Home
The Coronavirus and COVID-19 infection have thrust us all into unfamiliar, if not uncharted, territory. Along with other mandated changes to our daily lives, the requirement to implement “social distancing” measures, to avoid the spread of the illness, carries with it some of the most draconian of implications.
Consultative selling is not just the domain of the outside sales professional. In fact, if your entire organization is not focused on assisting the buyer in discovering their needs before pitching the deal, you’re missing a critical component to your contemporary sales approach.
Let that sink in for a second: For generations, we have been taught that the customer is always right, and that we should win at all costs. That combination of mantras has translated to innumerable corporate golf outings and steak dinners, fishing trips and flights of fancy, among other trappings of the “close bonds” that we have forged with our clients in order to get the P.O.
So, you’ve decided to choose a sales training provider to assist you in beefing up your sales team – congratulations! Some companies are simply unwilling to devote the time and resources necessary to get to the heart of sales self-improvement – so you’ve crossed the first hurdle.
Now, it’s time to consider who, specifically, will be your partner in perfection – your tzar of training!
There was a time, not long ago, where sales managers extolled the virtues of the “elevator pitch” – a standard value proposition statement that could be delivered, presumably, in the time it took an elevator to traverse the height of a reasonably tall building.
Rejection in sales is a fact of life, but can feel demoralizing for reps. Fear of rejection is a major cause of sales call reluctance, and frequent rejection is one of the biggest reasons otherwise promising sales professionals abandon the career altogether.