Sales Managers…Prepare your list for 2021. What will you focus on to help your sales team to be the best in the industry?
More or less forced upon us, virtual selling is the new normal. Get yourself up-to-speed with what works and what doesn’t.
The new way of selling requires a different kind of closing. Throw out your old closing techniques and focus instead on gaining commitments.
In the eyes of the customer, there is no perfect supplier. To the buyer, you just don’t stand out enough. You and your competitors all look the same. They much prefer to fix than change. A preference you need to reverse.
In the new way of selling sharing insights is an important skill. But what if one insight is not enough?
Applying new skills and falling back to old habits is not uncommon. What is the best advice here?
One thing many salespeople are struggling with is that their current sales approach becomes less and less effective. What is causing this and what needs to be done?
The new way of selling requires a deeper understanding of the buying room. You need to know more than who the Decision Makers, Influencers and Users are.
There is an evolution going on in Sales. Which path are you taking?
Procurement are trained to get the best results for their company. When it comes to negotiating, what tactics do you have to avoid the tear shedding?
The new way of responding to questions like “Is this your lowest price?” or “Can you better than that?”.
Why do prospects turn you the cold shoulder? You do everything right, or is there something else you have missed?
Trusted Advisors are standing out from the crowd. Even in the way they introduce themselves…
Slowing down is challenging for salespeople. But needed to match the pace of the buyer, so you can finish together.
When people seem to be busy and have no time to talk to you, ask them what they are busy with and why. Then, respond with a story to get their attention.
You are getting better at understanding the customer’s situation and at sharing insights. Read on how addressing the implication of not changing will take your meeting to a next level.