Steven Rosen

JUNE 11, 2012

Often, companies will invest in sales rep training , CRM systems and buy new toys in an effort to improve sales rep performance. New Selling Skills Training: Let’s say you source and deliver the “best” selling skills training program. So why has winning more sales become the. unreachable dream?

Sales Management 290

Sales Management Hiring Selling Skills Coaching 290

Jeffrey Gitomer

SEPTEMBER 7, 2011

Online Training. Not having a deep enough belief in what it is you are selling. sales training meeting for a car dealership, I asked 30 salespeople how many of them drove the brand of car that they sold. I asked the other half to leave because there was no way they could sell something they didn’t believe in enough to own.

Hiring 245

Hiring Training Social Media Follow-up 245

Sales and Marketing Management

JULY 26, 2018

And, at that point, the winners and losers will be separated by how well they combine their sales talents with skills for using AI. Before that happens, though, the AI has to be trained?—? Selling skills still matter. This creates a new challenge for sales management: how do you train your sales team?—?including

Training 206

Training Penetration Government CRM 206

The Sales Hunter

DECEMBER 29, 2011

Selling a Price Increase. Take the time to contact each one of your existing customers with one objective — get referrals. If you had been shooting to make 20 calls per week, then go ahead and say your new objective is 25 or even 30. Habits are created because there is an objective or goal you are looking to achieve.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

Partners in Excellence

NOVEMBER 27, 2018

In the face of all this, for the most part we are training our sales people in the same skills I learned many decades ago, and my predecessors learned decades before that. To be fair, the training programs have advanced somewhat in their current implementation, though much of it seems cosmetic.

Selling Skills 117

Selling Skills Face-to-face Banking Scale 117

Mr. Inside Sales

MAY 21, 2022

Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard? Check out our best inside sales training available on the Internet: On-Demand Training! If you get this objection—while closing or qualifying—then the worst thing you can do is try to answer or overcome it.

Closing 156

Closing Training Gatekeeper Face-to-face 156

The Sales Hunter

APRIL 30, 2013

The objective of this call is to not only have the customer appreciating you more, but also to begin understanding better their needs. Your first objective is to keep your name and the name of your company in the forefront of the customer’s mind. You also want to begin building more on needs the customer might have.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

OCTOBER 12, 2014

First, you must know what your objectives are before you […]. Blog Networking Professional Selling Skills Sales Development Training Sales Motivation Sales Training dreamforce networking' 130,000 people encompassing virtually every hotel in San Francisco area. If you don’t have a plan, it will overwhelm you.

Hotels 213

Hotels Networking Selling Skills Motivation 213

SBI Growth

AUGUST 27, 2013

There are certain trainings that can produce these results. As a VP, you have various training options with your reps to generate sales. Training typically involves selling skills or negotiation methods. Rarely do you train on how to strategize on a deal. I am behind in my numbers for the year.

Closing 306

Closing Pipeline Call-back Buyer 306

Hubspot Sales

JULY 22, 2018

Selling Skills. In order to answer these questions and find out what separates sales winners from second-place finishers, RAIN Group, a sales training company , studied over 700 B2B purchases from the buyer’s perspective to find out what really happened in their buying experiences. Collaborate with prospects.

Selling Skills 145

Selling Skills Lead Rank Inbound Case Study 145

Jeffrey Gitomer

SEPTEMBER 23, 2011

Online Training. Filed Under: Leadership , Sales Tagged With: building trust , business social media , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer , sales blog , sales leadership , sales training , selling skills , social media marketing. Overcoming Objections. See Jeffrey Live! Hire Jeffrey.

Hiring 196

Hiring Cold Calling Training Social Media 196

Jeffrey Gitomer

MAY 7, 2013

Overcoming Objections Sales Sales Videos attitude training corporate sales training Jeffrey Gitomer Blog Jeffrey Gitomer Sales Jeffrey Gitomer Sales Wisdom jefrrey gitomer professional sales training sales blog sales trainer selling skills'

Selling Skills 178

Selling Skills Objections Video Training 178

Jeffrey Gitomer

OCTOBER 19, 2011

Online Training. Filed Under: Attitude , Customer Loyalty , General , Generating Referrals , Sales Tagged With: attitude training , corporate sales training , little black book of connections , professional sales training , sales presentations , sales training , selling skills. Overcoming Objections.

Networking 314

Networking Hiring Prospecting Social Media 314

Mr. Inside Sales

JUNE 20, 2021

Here’s a mistake I hear over and over again when listening to sales reps pitching or presenting their services over the phone: when they hear a possible objection or something negative from their prospect, they go into pitch mode. So, if you’re talking over or past objections, then you aren’t learning how to deal with them.

Face-to-face 217

Face-to-face Gatekeeper Licensing Decision Maker 217

Jeffrey Gitomer

NOVEMBER 17, 2011

Online Training. Overcoming Objections. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Characteristics of Trusted and Trustworthy People. Gitomer | November 17, 2011 | Leave a Comment. Tweet Share From my personal life experiences, here are 23.5 characteristics that I have discovered in other people that have led me to trust them: 1.

Hiring 295

Hiring Social Media Loyalty Cancellation 295

Jeffrey Gitomer

MAY 18, 2011

Online Training. Overcoming Objections. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? How Personal Information Leads To A Relationship (And To Sales). Gitomer | May 18, 2011 | 3 Comments. Darren says: May 18, 2011 at 7:39 pm. I’m reminded that you should be involved with your customers for the long-term. Get Sales Blog Updates.

Hiring 265

Hiring Lead Scoring Lead Rank Leads 265

Jeffrey Gitomer

JULY 29, 2011

Online Training. Filed Under: Attitude , Sales , Success Tagged With: attitude training , corporate sales training , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer , professional sales training , sales article , sales skills , selling skills. Overcoming Objections. Categories.

Hiring 317

Hiring Social Media Loyalty Cancellation 317

Jeffrey Gitomer

APRIL 21, 2011

Online Training. Some of these questions I have been taught to ask simply for the sake of saying something and not giving my client / customer the idea that I had no response ready to overcome objections. Overcoming Objections. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Gitomer | April 21, 2011 | 8 Comments. Awesome post!!!

Hiring 335

Hiring Social Media Loyalty Commission 335

The Sales Hunter

JANUARY 31, 2014

While packing up after conducting a sales training program recently, I found myself talking with one of the participants. As I shared my thoughts with the individual, I said the only way to know is by being objective about how you feel about your performance. Problem is the answer you hear is merely another person’s opinion.

Motivation 216

Motivation Selling Skills Industry Training 216

Understanding the Sales Force

FEBRUARY 21, 2013

Here's why: He said to hire for characteristics and train for competencies. And when we train for competencies, that should be fine-tuning, not wholesale development. According to Objective Management Group's endless source of data, sales managers possess, on average, only 45% of the attributes of an effective sales coach.

Hiring 243

Hiring Sales Management Territories Analysis 243

Jeffrey Gitomer

MAY 5, 2011

Online Training. Overcoming Objections. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Take Stock: Gain A Realistic View Of What You Have Achieved. Gitomer | May 5, 2011 | 4 Comments. Tweet Share I have written that turmoil is the best time to make change, and accept change. Get Sales Blog Updates. Categories. Select Category.

Hiring 285

Hiring Social Media Loyalty Cancellation 285

Jeffrey Gitomer

NOVEMBER 15, 2011

Online Training. Overcoming Objections. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Attitude Gems For You To Read And Study. Gitomer | November 15, 2011 | Leave a Comment. Tweet Share Here are 20.5 Speak Your Mind Cancel reply. Get Sales Blog Updates. Categories. Select Category. Customer Loyalty. Generating Referrals. Leadership.

Study 332

Study Hiring Social Media Loyalty 332

Jeffrey Gitomer

DECEMBER 28, 2011

Online Training. Tweet Share Call me after the holidays is not an objection. Stalls are twice as bad as objections. When you get a stall, you have to somehow dance around it, and then you still must find the real objection before you can proceed: What tactic will you use this holiday season? Overcoming Objections.

Call-back 198

Call-back Hiring Social Media Loyalty 198

Steven Rosen

FEBRUARY 11, 2020

You may be considering implementing a technology or selling skills initiative. As well as transforming your salespeople from making so many timid sales calls into super confident salespeople who welcome any objection and confidently handle it. Imagine replacing dismal results with sales records being smashed…consistently!

Sales Coaching 322

Sales Coaching Coaching Maximizer Selling Skills 322

Understanding the Sales Force

MARCH 27, 2019

While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal. After prospects state an objection, say they're not interested, or tell the salesperson, "No," prospects tend to raise their resistance.

Insurance 264

Insurance Insurance Objections Up-Sell 264

Jeffrey Gitomer

MAY 21, 2013

Overcoming Objections Productivity Sales Jeffrey gitomer Real World Sales sales blog sales skills sales training selling skills' The post Jeffrey Gitomer’s Deal of the Week #602 – Sales Revival CD Set appeared first on Jeffrey Gitomer’s Sales Blog.

Selling Skills 157

Selling Skills Objections Training Sales 157

Jeffrey Gitomer

MARCH 22, 2011

Online Training. Three (more) fine lines of selling. | Overcoming Objections. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | March 22, 2011 | Leave a Comment. Tweet Share There’s a fine line between should I ask for the sale or not ask for the sale?

Hiring 244

Hiring Social Media Loyalty Cancellation 244

Jeffrey Gitomer

JANUARY 3, 2012

Online Training. Overcoming Objections. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Referrals – Best Way To Get Is To Give. Gitomer | January 3, 2012 | Leave a Comment. Tweet Share You don’t ask for referrals, you earn referrals: Looking for more tips like this? Click here. Share this Post. Speak Your Mind Cancel reply.

Referrals 228

Referrals Hiring Social Media Loyalty 228

Mr. Inside Sales

JANUARY 2, 2023

If I get an, “Ah, I don’t know,” then I once again use layering questions like: “Have you heard of my new On Demand Inside Selling Skills Training?” Or I ask a good assumptive question like: “How much of a budget do you have per quarter for sales training?” ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 223

Face-to-face Gatekeeper Licensing Decision Maker 223

Jeffrey Gitomer

FEBRUARY 14, 2012

Online Training. Overcoming Objections. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Elements To Think About When Presenting. Gitomer | February 14, 2012 | Leave a Comment. Speak Your Mind Cancel reply. Get Sales Blog Updates. Categories. Select Category. Customer Loyalty. Generating Referrals. Jeffrey Webinar. Leadership.

Hiring 255

Hiring Social Media Loyalty Referrals 255

The Sales Hunter

APRIL 9, 2013

Is there a process in place for each person to know the objectives that need to be accomplished after the meeting is over? Has each person who is going to present been properly trained in how to present and is their message going to resonate with the audience? Here are 6 questions to ask: 1. ” Sales Motivation Blog.

Sales Meeting 193

Sales Meeting Meeting ROI Motivation 193

Jeffrey Gitomer

MAY 20, 2013

Video is the new training manual. Overcoming Objections Sales Videos Success Best Books on Selling How to Improve Selling Skills Real World Sales sales blog sales tips sales video' Tweet RSS readers click here for video. In your business: Video is the new brochure. Video is the new testimonial letter.

Data 206

Data Prospecting Video Social Media 206

Jeffrey Gitomer

JUNE 28, 2011

Online Training. I write this column every week on selling skills, but I don’t just write the column, I collect ideas so I can always be ahead. Overcoming Objections. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Jeffrey, I want to know, what do YOU do to maintain success? Gitomer | June 28, 2011 | 4 Comments.

Hiring 305

Hiring Lead Rank Social Media Loyalty 305

Jeffrey Gitomer

FEBRUARY 27, 2011

Online Training. It’s their quality that sells. Overcoming Objections. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Starbucks | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | February 28, 2011 | 3 Comments. Tweet Share Starbucks doesn’t discount a cup of coffee. Even in this economy. Categories.

Hiring 219

Hiring Social Media Loyalty Cancellation 219

Jeffrey Gitomer

JULY 26, 2011

Online Training. Overcoming Objections. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? What should a business lunch consist of? Gitomer | July 26, 2011 | 2 Comments. Tweet Share There are 4.5 business lunch categories: 1.Building Building a relationship and trying to make connections. New prospective customer not looking to buy yet.

Hiring 260

Hiring Social Media Referrals Loyalty 260

SBI Growth

AUGUST 22, 2013

Presentation - the candidate presents the proposal to a Review Panel that consists of the hiring manager, HR and an objective 3rd party. Objections - the Review Panel asks questions to simulate a real world selling situation. The candidate is challenged to handle objections and maintain control of the meeting.

Hiring 300

Hiring Proposal Exercises Lead Scoring 300

SBI Growth

DECEMBER 10, 2013

Is my talent aligned to accomplish this objective? Build out a plan for training them and turning them into ‘A’ Players ASAP. ‘A’ 1) Create a specific scorecard to determine which players on your team make the cut: Assess Competencies – Do your sales team members hold the attributes required to reach the 2014 performance objectives?

Territories 300

Territories Scale Guidelines Groups 300