Relationship-based sales methods are ideal. Most of the time those relationships are the only thing protecting you from competing solely on price. In sales training, we have a saying: “All things being equal, people buy from people they like. All things being unequal, people still buy from people they like.” (more…)
In regards to your business, the expertise you have gained over the years is completely worthless… until someone gives you money for it. If you have a medical doctorate, all you really have is a bunch of student loans until you have patients, and get paid for your knowledge. (more…)
By Abby Donnelly
Attending a networking event? WHY??
That may seem like a strange question, but time is one of our most limited resources! Taking a few minutes to evaluate why you should attend THIS particular networking event may save you hours of unproductive time and energy. (more…)
By Carol Rosdobutko
Clients and prospects tell on a regular basis about how they spend 5 – 20 hours a week preparing proposals for business they are “hoping to get;” however, most of the time their efforts are unsuccessful. Why are we compelled to provide proposals when our ‘gut’ tells us we are wasting our time?
Let’s explore some of the reasons we feel inclined to provide proposals:
1. The prospect asked for it.
2. ‘If I don’t provide the proposal I definitely won’t have a chance at getting the business.’
3. ‘I can show the prospect all the other things that I or my company can do for them.’
4. My proposal will give all the details of how I would solve their problems.
5. ‘I’m not great at asking questions – the proposal will cover the things that I’ve missed.’ (more…)
By Paul Lanigan
What happens when Joshua Bell, one of the world’s finest musicians goes incognito in a busy subway in Washington’s business district? What happens when a musician who can command $1,000 per minute, takes his priceless Stradivari, dons a baseball cap, occupies a corner in a busy Washington subway, and puts on a virtuoso performance for people who would normally think nothing of paying $150 a ticket to see him perform in a tuxedo.
By Hamish Knox
If you’re like most salespeople, you don’t know how to network effectively. Usually you’ll wing it, improvise, or spend time with colleagues or clients you know really well instead of engaging prospects.
When I ask, “why you don’t approach prospects at networking events?”, I’d get a lot of “I don’t knows.” What you don’t know, or don’t even realize, is your problem is mom. Specifically in influence the messages mom drilled into your head in your first six years like:
- Don’t talk to strangers
- Be seen and not heard
- What would you say if you did talk to them?
Peter Ostrow talks about the importance of integrating sales training and customer relationship management. Companies who integrate see more reps meet their quotas, and experience an overall increase in revenue. To learn more, visit www.sandler.com.
By Hamish Knox
Have you ever killed a sale by bringing up an irrelevant feature to your prospect? Something you, or probably your marketing department, thought you prospect should know about before they signed up?
At Sandler, this is known as “painting seagulls in your prospect’s picture.” Unfortunately, your seagull can quickly turn into an albatross.
Aberdeen Group recently conducted a study to find out exactly what methods, processes, and sales training practices yield the highest amounts of met quotas, customer loyalty, and overall generation of revenue. Utilizing empirical data collected from over 835 interviews and surveys with end-user organizations, Aberdeen Group developed an online assessment tool, enabling users to find out exactly what their strengths and weaknesses are in their sales training efforts.
Watch the video below to find out more about assessment tool, and click here to take the five to ten minute survey.
By Carol Rosdobutko
Last time we discussed the tension of wanting to ‘rescue’ a prospect sales process. Now let’s look at the situation between the buyer and seller as objectively as possible: (more…)
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