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Many articles have been written about what great Salespeople do. In our discussions with our sales training partners in Vancouver, Victoria, Edmonton, Calgary and Toronto we often approach it the other way by revealing what Great Salespeople don’t do. Here are the 10 Top Things that come to mind. Do you have any suggestions on additions? Comment below or share this article and you’ll be entered in a draw to win our online course – The Sales Skills Incubator valued at $199.
Salespeople need to respond to sales leads immediately. All our sales training participants in Vancouver, Victoria, Edmonton, Calgary and Toronto would agree. Who wouldn’t? Yet, the response time to sales leads for many companies ranges from OK to downright horrible. While we all agree that this is an important component of a successful sales strategy, why does it take so long for many B2B and B2C Salespeople to engage with a lead? Here are the reasons why and what your company can do about it.
It’s always great to share new sales training techniques with our clients in Vancouver, Edmonton, Calgary and Toronto. It’s even better when we learn something that we weren’t aware of previously. That’s what this post will focus on. It’s called the Power of 3 and it works! So much so, that we’ve incorporated this into the sales training programs of all our partners. Here how it works.
Are you a B2B or B2C Salesperson always looking to improve your time management abilities? One of our most popular sales training Workshops in Vancouver, Victoria, Edmonton, Calgary and Toronto will give you insight into some useful techniques that help you become more efficient in planning your day. Better prioritization means delivering on timely commitments and handling more customers in your sales funnel. Here are 10 Sales Tips for Better Time Management.
Every one of our sales training clients in Vancouver, Victoria, Edmonton, Calgary and Toronto have heard this from their buyers. Yet, it holds no geographic barriers. It’s one of the most frustrating objections you can hear as a Professional Salesperson. Your first thought is to reply “So, what is it you need to think about?” While some Salespeople might be tempted to be that direct, delivering it without the feeling of being pushy can be a challenge. Here are a few great ways to handle this objection.
Success by design, not default. At the start of 2018, that’s the message we’re communicating to all of our sales training partners in Edmonton, Calgary, Vancouver, Victoria and Toronto. Your ability to reach your 2018 sales targets should be determined by careful thought, planning and structure. While we will gladly accept the fortune of a good economy, great product or just plain luck, smart Salespeople know they can’t reach targets that way. Whether you are in B2C or B2B sales, here’s how a Sales MBO will give you the ability to start your year with confidence.
Many of the people we offer sales training to in Edmonton, Calgary, Vancouver and Victoria entertain the idea of becoming a Sales Manager at some point in their career. For those of you thinking of such a move, ask your Sales Manager what he or she wishes they would’ve known from the start of their management career. Chances are you’ll get a smile and a thoughtful look from your boss. Listen carefully. You’re about to learn some valuable lessons.
We have introduced the concept of a customized Sales Drive to many of our sales training partners in Edmonton, Calgary, Vancouver and Victoria with great results. While commission is a definite motivator for Salespeople, a Sales Drive gets everyone excited and enthusiastic toward reaching a specific sales goal within a specified period of time. While Sales Drives have been around for years, customizing them is the difference between a very successful one and one that falls shy of expectations.
We constantly impress the benefits of the right account base for the Salespeople of our sales training partners in Edmonton, Calgary, Vancouver and Victoria. While many Salespeople are eager to land big accounts with high annual investments, we have all had the experience of seeing some of these clients cancel, leaving massive amounts of attrition in their wake. Here’s how smart Salespeople structure their account base to ensure they’re in the best position at all times.
While we expect Salespeople to drive sales, we encourage our sales training partners in Vancouver, Victoria, Edmonton and Calgary to entice all staff to become sales-minded. This can be a great source of new business development by identifying the personal motivators of employee recognition and rewards. It encourages everyone to have a customer-focused attitude and look for opportunities to grow company sales as a team.
Do you remember your first sales call as a Professional Salesperson? We were discussing this with our sales training partners in Edmonton, Calgary, Vancouver and Victoria recently. What was your most important goal in that meeting? As one Salesperson told me “I just wanted to get through it without throwing up!” Other than holding down breakfast, what did you want to accomplish with the decision maker?
Dealing with price objections is one of the biggest hurdles that our sales training partners in Vancouver, Edmonton and Calgary deal with on a consistent basis. Salespeople representing high quality providers must be skilled in handling buyers who always want a deal. Fierce competition, online discounters and a troubled economy can make us nervous to say no. How should you handle this objection?
Great Salespeople consistently add new opportunities to their sales pipeline. Our sales training clients in Vancouver, Victoria, Edmonton and Calgary are learning that closing pending business is even more important. Otherwise, Salespeople can easily have a sales funnel that is stuck with hundreds of thousands of dollars in pitched business. If this sounds like your situation, here are the four steps you need to follow.
Driving revenue is always the focus of our sales training clients in Vancouver, Edmonton and Calgary. The commitment to reading is a leading attribute of all top performing Salespeople and Sales Managers. There is a direct connection between your commitment to self-education and the ability to be a great Salesperson. Here are two books that you need to add to your collection with my reviews of them.
Our sales training clients in Vancouver, Edmonton, Calgary and Toronto are always trying to find creative ways to motivate their Salespeople. What works best? Higher commission rates, group and individual incentives? Don’t think that Salespeople are only motivated by cash. There are many great management techniques to empower your people and bring out the best in them.
Every time we work with our sales training clients in Vancouver, Edmonton, Calgary and Toronto, we learn something new. Each group of Salespeople is unique. What they manage to find most useful from our sales training is always different. Our latest client has discovered great success with my favorite open-ended question. Make these three words part of your client needs analysis and watch your sales increase in 2017.
The concept of closing is a regular discussion with our B2B and B2C sales training clients in Edmonton, Calgary, Vancouver and Toronto. While all Salespeople, Sales Managers and Business Owners want to close sales and move revenues higher, the use of closing techniques can actually backfire in many sales situations. Here’s why.
This is always a sensitive topic with our sales training clients in Vancouver, Calgary, Edmonton and Toronto. No matter if you’re a Salesperson, Sales Manager or Business Owner, you’ve dealt with pressure on either side of the desk. Sales targets need to be reached and when they aren’t, questions get asked and people are placed under the microscope. Here’s why for the most part, pressuring Salespeople doesn’t work and my suggestions for a better approach.
Our sales training clients in Edmonton, Calgary, Vancouver and Toronto believe that making more sales rests on the ability of their Salespeople to ask great questions. In last week’s PROSALESGUY BLOG, we shared the first three levels of questioning – Discovery, Pain/Reward and Paraphrase Questions. Let’s educate you on the last three – Significance, Realization and Action Questions.