The Most Important Step of the Sales Process
At the root of true consultative selling is knowing how to ask the right questions. But, can Salesforce be configured to encourage this? The answer, here.
Insights
Sales Techniques.
57 articles on sales techniques.
Test Your Salesforce Training Knowledge: A Pop Quiz
Show off your Salesforce smarts. Some answers are self-evident, others may challenge you, but hopefully all are enlightening and entertaining.
8 Tips for Becoming a Great Sales Manager
In this post, Mark Christie of SalesForce Training shares 8 habits great sales managers have and how you can apply them. http://www.SalesForceTraining.com
Remove the Doubt and Make the Sale
How many sales have you lost to a nagging doubt in the prospect's mind that you never put to rest? You may never know, which is exactly the problem.
The Key to Success in Sales
Knowing the principles of selling and knowing how to put them into practice are two different things. This is where most sales fundamentals break down.
What's Your Selling Style?
Hunter, Farmer, Shopkeeper, or Repairman? Selling outside your primary style makes you less effective. Find out which selling style is actually yours.
The Changing Face of Sales
If you cannot make a commodity item stand out, or add value to the sale, the customer will buy on price alone. How selling has changed around that fact.
Stop Watering Dead Plants
Persistence drives sales success, but where does persistence stop and pestering begin? How to tell an opportunity worth chasing from a dead one.
Time Management for Salespeople
Here are tips in 4 areas of Time Management for Salespeople to help your sales team manage their time more effectively.
Stop Selling and Start Consultative Selling
Consultative selling means understanding the nature of the prospect's business and getting to the real problem underneath the one they describe first.
Sales Pitch - Tablet Style!
The sales pitch is where you dazzle the client with your solution. What changes when the pitch runs on a tablet, and what still has to come from you.
Dealing with The Price Shopper
My boss asked me to get pricing on whatever it is you sell. How to handle the price shopper call without discounting before the conversation starts.
Fear Sells, So Sell Fear
Sex does not sell, it only gets attention. Fear is the emotion that moves a buyer, and here is how to use it without damaging the relationship.
Beware of the Nibbler
Sooner or later every salesperson meets a nibbler, the buyer who chips away at the deal right up to signature. How to spot one and stop the nibbling.
The Secret to Handling Sales Objections
Objections make most salespeople's hearts sink. The secret to handling them so they stop costing you deals, from a trainer who got it wrong first.
The Secret to Handling 'It's Not in the Budget!'
It is not in the budget is rarely about money. What the objection usually means, and the questions that reopen a conversation you thought was closed.
Talking Price
You should not talk price before you have established value, but that is not always possible. What to say when you are pushed for a number early.
Developing WIFM Benefits that Sell
Talking facts and features is where most salespeople say the wrong thing. How to build What's In It For Me benefits a buyer actually responds to.
6 Biggest Time Wasters for Salespeople
Six habits that quietly drain selling time, and how to work out the real value of one hour of your salespeople's time before you give it away.
Preparing for the Close
One successful sales rep beat their fear of closing with a simple routine. What they did to prepare, and how to build the same habit into your team.
Dealing with RFPs
Some businesses and government departments collect supplier pricing through a formal Request for Proposal. How to decide which RFPs are worth answering.