sales training

Sales Management: Week 15 – 21 Disciplines

Disciplines: 15 of 21 – Teach them to draw…the lines. Business is a two-way street.  You obviously want to sell as much of your product as possible.  When your customer purchases your product they are, hopefully, purchasing it to fill a need within their company.  At that point they probably need you as much as …

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Sales Management: Week 13 – 21 Disciplines

Disciplines: 13 of 21 – Make sure they know your product cold. (And how it warms up to the competition!) Product and competitive knowledge just get you in the door.  If your salespeople cannot explain and demonstrate the benefits of your product and why it is superior to the competition, do not put them in …

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Sales Management: Week 12 – 21 Disciplines

Disciplines: 12 of 21 –Elevate reps to become a “Trusted Advisor.” It takes a lot to earn the status of Trusted Advisor.  You have reached the pinnacle of the sales profession when your customer gives you this title.  It is a status you want all your sales reps working to achieve.  Because this is so …

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Sales Management: Week 11 – 21 Disciplines

Disciplines: 11 of 21 – Teach them to really listen.   Everybody talks about the importance of listening, but few people ever hear anything.  Most sales reps are so anxious to either get their pitch out or want to answer a question before it is finished being asked, that they never really “absorb” the question. …

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Sales Management: Week 10 – 21 Disciplines

Week  10 – 21 Disciplines Learn, practice or drill a sales lesson every day.   You never see a major league baseball player skip batting practice on game day.  And many of those players make millions of dollars.  Professional golfers hit the practice range with a coach before the start of every tournament round.  Professionals …

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