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.
The Sales Leader Blog
Keep up with the Latest in Sales Leadership, Selling Strategies, and Sales Hiring
There are many ways for things to just “happen, like magic,” with little or no effort. Take the Ouija board for example, which can reveal all with just a board and a pointy plastic device. Or the sleight of hand mysteries of magicians like Doug Henning, David Copperfield and Criss Angel, who have walked on water and made iconic landmarks appear and disappear. Heck, even the wave of a white-tipped black magic wand can often be enough to produce small items from thin air.
Though it’s likely true that the CEO of your business bears the most responsibility, headaches, and bottles of Advil, I came across a definition of the term “business development” recently that, taken literally, would give any CEO a run for their money.
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!
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.
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.
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.