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

Building Rapport with Customers: 3 Crucial Tips for Your Salespeople

Building Rapport with Customers: 3 Crucial Tips for Your Salespeople

Building Rapport with Customers: 3 Crucial Tips for Your Salespeople

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.

Published on November 11, 2019

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Win Trust with Customers: 6 Steps Your Salespeople Should Follow

Win Trust with Customers: 6 Steps Your Salespeople Should Follow

Win Trust with Customers: 6 Steps Your Salespeople Should Follow

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.

Published on November 06, 2019

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How to Win More Deals with Effective Sales Funnel Management

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3 Success Factors for Prospering During Economic Uncertainty

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How to Qualify Sales Prospects the Right Way

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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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