Klozers

JUNE 5, 2014

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

The Sales Hunter

MAY 31, 2013

It is time to get it out on the table and say once and for all that if you are a sales manager, you are in a dead-end position. If you are a salesperson and you want to be promoted to a sales manager position, it’s time to change your thinking. Sales managers manage processes.

Sales Management 237

Sales Management Consultative Selling Policies Selling Skills 237

The Sales Hunter

JULY 27, 2013

A sales manager can help tremendously if they occasionally go on sales calls with their salespeople. I call this the “four-legged sales call.” ” Problem is too managers won’t do this at all — or when they do it, they do it wrong. ” Sales Motivation Blog. .

Video 192

Video Sales Management Consultative Selling Motivation 192

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Sooner you make the calls, the better. Objective of the calls is three-fold. It’s your business.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

MAY 17, 2014

Too many salespeople and sales managers spend too much time in the office! Blog Closing a Sale Consultative Selling leadership Professional Selling Skills Prospecting Sales Motivation sales leadership sales manager sales motivation salespeople selling skills video sales tip'

Video 210

Video Consultative Selling Selling Skills Motivation 210

Women Sales Pros

NOVEMBER 1, 2019

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years.

Sales Management 82

Sales Management Hiring Territories Coaching 82

The Sales Hunter

AUGUST 19, 2014

” If you’re reading this and you’re a sales manager, I want you […]. Blog Closing a Sale Consultative Selling leadership Professional Selling Skills Prospecting Sales Motivation leader sales leader sales leadership sales motivation success'

Consultative Selling 243

Consultative Selling Selling Skills Motivation Sales Leadership 243

The Sales Hunter

MAY 21, 2014

Far too many salespeople and sales managers are still living as if it is 2013 or even 2010. Things change and they change quickly, and if your sales process and strategies aren’t keeping pace, then you’re going to find yourself closing fewer sales. Here are 6 Dead Horse sales activities you need to stop ASAP: […].

Consultative Selling 241

Consultative Selling Selling Skills Closing Sales Process 241

SalesFuel

MARCH 26, 2024

Most sales managers would like to do that. But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers.

Training 116

Training Hiring How To Proposal 116

SalesHood

JULY 19, 2022

Definition The best sales training programs help sales reps learn and improve their selling techniques, skills, and processes. Essential selling skills are key to building customer relationships and consultative selling skills. The ultimate goal is improving top line revenue growth.

Training 52

Training Consultative Selling Selling Skills Sales 52

The Sales Hunter

APRIL 6, 2013

Too many salespeople and sales managers are “asking” a customer for a price increase. If telling a customer you’re taking a price increase seems difficult, then trust me on this… you can learn these skills. ” Sales Motivation Blog. . This is the wrong approach!

Video 197

Video Discount Consultative Selling Customer 197

Understanding the Sales Force

MAY 14, 2024

He initially thought there was a problem with the connections between the sales team and its customers but it was actually a gap in the sales team’s selling skills. The sales team was rusty, having rested on their laurels for years, and the lack of initiative to replace clients they had lost was glaring.

Hiring 204

Hiring Penetration Pipeline Coaching 204

The Sales Hunter

JULY 25, 2013

A stupid salesperson working for a stupid sales manager. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog Cold-Calling Consultative Selling Customer Service Professional Selling Skills customer service questioning skills sales presentation selling skills'

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

Allego

JANUARY 16, 2020

Today’s post is by Colleen Stanley, President of SalesLeadership , a sales development firm. She is the creator of the Ei Selling System ®, a powerful sales and management training program that integrates emotional intelligence skills with consultative selling skills. It’s not impossible.

Strategy 116

Strategy Consultative Selling Selling Skills Face-to-face 116

The Sales Hunter

MAY 10, 2013

I can’t tell you the number of times I’ve heard salespeople and sales managers use what I refer to as the two deadly words in sales: “if” and “then.” ” Here is how this plays out: If we could come out with a cheaper model, then I know I could sell more.

Sales Leadership 199

Sales Leadership Consultative Selling Motivation Lead Rank 199

Understanding the Sales Force

APRIL 19, 2012

On the other hand, when customers are sold consultatively, they tend to remain that company's/salesperson's customers by making repeat purchases. Isn't that a convincing case for transitioning from transactional to consultative selling? which salespeople have strengths that support consultative selling.

Hiring 187

Hiring Consultative Selling Incentives Incentive 187

The Sales Hunter

MAY 27, 2013

You’re sitting at computer knocking out one update after another, complaining the entire time about the amount of paperwork you have to do, and then the next moment you’re out selling? There is no way you’re going to be effective selling immediately after doing some lame paperwork. ” Sales Motivation Blog.

Report 232

Report Motivation Consultative Selling Selling Skills 232

The Sales Hunter

MARCH 7, 2014

You think your sales manager is stupid. Unfortunately, “Sales Prevention Syndrome” exists in the minds of too many salespeople. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. You think all customers are stupid. You think your company is stupid.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Sales Hunter

APRIL 11, 2013

These secrets will continue to strengthen your relationship with the customer — and with your senior management. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

The Sales Hunter

SEPTEMBER 13, 2013

Too many times, sales teams wait until it’s too late into the year to realize things have to change to make the number. If this is you, then you’re not being a strong sales leader. You’re being a weak sales manager. Copyright 2013, Mark Hunter “The Sales Hunter.”

Consultative Selling 217

Consultative Selling Face-to-face Selling Skills Motivation 217

Mindtickle

NOVEMBER 2, 2023

In fact, asking the right questions is a critical selling skill. Active listening is another key selling skill. How is solution selling different from product and consultative selling? Solution selling vs. product selling Product selling is still extremely common.

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

Women Sales Pros

OCTOBER 11, 2019

So, what does this have to do with sales development? How many sales managers have watched a salesperson conduct a role play, one where he or she did a really great job of executing the right selling skills? The salesperson stumbled, bumbled and secretly wished a New York power outage would end the sales call.

Film 86

Film Selling Skills SalesForce Influencer 86

The Sales Hunter

JULY 12, 2013

The sales manager is anxious to hear how the sales call went. When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Women Sales Pros

AUGUST 9, 2019

The salesperson’s prior successful sales experience involved selling a need-to-have product, one where deadlines – not just great selling skills — sometimes drove the decision. My client sold high-end management consulting and advisory services, which often get put into the nice-to-have, no-deadlines bucket.

Revenue 90

Revenue Hiring Selling Skills Sales Leadership 90

Understanding the Sales Force

NOVEMBER 15, 2012

These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills. The skills might be there but if the weakness gets in the way, they won't use or execute what they know.

Airlines 269

Airlines Prospecting Decision Maker Vendor 269

Klozers

JUNE 10, 2014

Sales Management has only one goal, which is improving sales effectiveness within the organization. Although there is only one goal, there are many different areas a sales manager can help increase sales performance and choosing the right ones and prioritizing is obviously important.

Sales Management 45

Sales Management Hiring Salary Guarantee 45

The Digital Sales Institute

NOVEMBER 13, 2023

Similar to SPIN, MEDIC is mainly deployed in large for enterprise sales with high complexity. Consultative Selling Consultative selling methodologies is a combination of needs-focussed selling skills, marketing understanding, business management, financial acumen and relationship building.

Sales Methodology 52

Sales Methodology How To Decision Maker Consultative Selling 52

The Sales Hunter

JANUARY 5, 2012

In fact, I would argue the best audience for this book is the sales manager, because the book explores how to hire and coach “challenger salespeople.” ” Some of the best information in the book is on page 152, where they show a graph with the results a sales coach will receive from a typical sales team.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

Women Sales Pros

JANUARY 22, 2019

Then I would tap into these individuals to give a presentation at the sales kickoff. They would share better ways to sell, service, manage their accounts or unseat the incumbent vendor. My goal was to make my sales team – not my regional sales managers or myself — the company heroes.

Energy 97

Energy SalesForce Consultative Selling Vendor 97

Anthony Cole Training

NOVEMBER 20, 2012

These weaknesses can neutralize entire skill sets, from Hunting skills to Consultative Selling skills to Qualifying skills to Closing Skills. The skills might be there, but if the weakness gets in the way, they won't use or execute what they know.

Airlines 134

Airlines Prospecting Decision Maker Vendor 134

The Sales Hunter

JANUARY 25, 2012

Sales Training Tip #265: Your Slang is Lost in Translation. Sales Training Tip #379: A Benefit? Sales Training Tip #374: RFPs — Win by Not Winning? Professional Selling Skills Training: Sales Calls and the Myth of Preparation. high profit selling. phone sales tips. sales goals.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

FEBRUARY 13, 2012

Sales Motivation: Are You Asking the Right Questions? Sales Training Tip #175: Ask the Right Type of Questions. Sales Motivation: Are You Dealing with Prospects or Suspects? It's Called "Professional Selling Skills" for a Reason. high profit selling. phone sales tips. sales goals.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

NOVEMBER 11, 2011

.” Sales Motivation Blog. Related posts: Sales Training Tip #406: Never Compromise on Your Personal Ethics. Sales Motivation: Success in Sales. Consultative Selling: Solid Sales Strategy Requires It. Sales Motivation and Your Big Account. high profit selling. phone sales tips.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

The Sales Hunter

DECEMBER 27, 2011

high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. selling a price increase. selling skills. the sales hunter. time management.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Pipeline

APRIL 27, 2011

The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? Sales Bloggers Union.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Partners in Excellence

FEBRUARY 27, 2019

Helping our customers requires new sales skills. The traditional solutions and consultative selling skills become table stakes. Since I’ve been writing this blog, we’ve seen a downward trend in sales and sales manager tenure. This process is complex.

Sales Talent 77

Sales Talent Hiring Face-to-face Churn 77

Understanding the Sales Force

SEPTEMBER 25, 2018

Nearly every coaching call with a sales manager is about a salesperson with a delayed closing. On Sunday, Waze, my favorite navigation app, said that the drive would take just 2 hours and 32 minutes. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours. Delays, delays, delays.

Closing 264

Closing Construction Call-back Coaching 264