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.
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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!
When you turn on the television today, it’s hard to avoid news about the novel Coronavirus, which is running rampant across the globe — wreaking havoc on markets and business and leisure travel and stoking fear. Though many of the world’s most dedicated scientists are working to uncover a vaccine or cure, it appears that the virus’ spread — and selective quarantines — will be fixtures for some time to come.
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.
Change, for the win: Consultative Selling Habits
Many creatures of the forest, as we learned in grade school, tend to hibernate through the winter. After working all season to hoard their nuts, berries, and other fortifications, they slink off to take their long winter’s slumber.
We’ve all had those moments when a colleague or manager approached us with what they called “constructive feedback” – then unloaded on us with a list of grievances didn’t seem at all to be constructive.
That said, feedback is an indelible part of sales coaching – and when it comes to evaluating and sharing perspectives with your sales team, finding the right venue and message for your reflections is absolutely critical.
Action Plan for Sales Target Achievement - 4 Steps
Sales negotiation is a critical skill for any high-performing team, and a major aspect of sales negotiation is overcoming sales objections.
In today’s selling paradigm, it’s become clear that enterprises, too, are looking for that memorable experience when they seek out a vendor to fulfill their needs. No longer is it adequate to offer a feature and benefits dump and expect to close the deal. Instead, businesses are looking for a trusted advisor – someone knowledgeable on their company and its objectives, and able to suggest specific solutions, in detail, that will support greater efficiencies or increased sales.
OK Boomers – we know that retirement is upon you, and it appears that Millennials are poised to set up shop in your shoes. More than 73 million members of this generation – defined as those born between 1981 and 1996 – have entered the U.S. workforce, and have upended conventional wisdom regarding career loyalty.
Despite our best efforts to attract, vet, and select new sales professionals, choosing good candidates can often seem random. We can’t always see through the dewy veneer that a good sales candidate is adept at fronting. Indeed, how many times have you lamented, a few months after hiring that new team member, that the once-promising recruit was, in fact, a bust?
My colleagues and I rely heavily on a concept called adult learning theory – and, more specifically to our training focus, how to best deliver the material so that it is maintained and retained by those receiving the information.