Check out the latest and greatest Sales Performance Improvement articles from The Brooks Group. Learn best practices for generating profitable revenue.

6 Tips to Help Your Salespeople Consult with Risk-Averse Buyers

6 Tips to Help Your Salespeople Consult with Risk-Averse Buyers

Risk Averse Buyer

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.

Published on September 05, 2019

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3 Myths About Procurement Debunked by Research

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Research: Current Sales Performance Challenges Faced by Industry Leaders

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A Few Ways Great Sales Leaders Enable More, Better, Faster Selling

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3 Oddball Sales Motivational Tactics That Work

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How to Leverage Team Selling to Increase Sales Success

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6 Ways to Keep Salespeople Engaged During Training 

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4 Tactics for Moving Stalled Deals Through the Pipeline

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Why High-Performing Salespeople Don’t Need Closing Strategies

Why High-Performing Salespeople Don’t Need Closing Strategies

Why High-Performing Salespeople Don’t Need Closing Strategies

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.

Published on June 24, 2019

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Why Emotional Intelligence in Sales is the New High-Performance Differentiator

Why Emotional Intelligence in Sales is the New High-Performance Differentiator

Why Emotional Intelligence in Sales is the New High-Performance Differentiator

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.

Published on June 13, 2019

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