Categories: Sales Conversation
Many of you will be watching some of golf’s greatest compete this week at The Masters. The top golfers in the world know that without practice, they won’t come anywhere near a green jacket. No matter your field (or fairway), practice is a vital component to your success.
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Categories: Sales Process
To truly understand procurement, you’ve got to understand where they come from. They’ve likely been to the same negotiating trainings as you. They’re experienced and they know all the tactics sellers use. They recognize Seller 101 and if they feel they are being manipulated, they’re going to put up the walls. When in doubt, they default to price.
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Categories: Sales Conversation
If you’re like most salespeople, cold calling probably resides at the top of your "Most-Hated" list when it comes to sales messaging. Even with a referral, making that initial contact with a prospective customer isn’t always easy. To help structure a succinct initial sales conversation that gets results, remember the 3 P’s: Purpose, Process, Payoff.
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Categories: Sales Conversation
Some people don’t like to be persuaded. Among them -- your potential customers -- who don’t want to be told why they should buy your product or service. The more you try to persuade them to buy, the more they will resist you. But the more they understand how your value and differentiation solves their problems, the more they will persuade themselves that you have the right solution for them.
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Categories: Sales Conversation
Too many times, sales reps rely on a “magic bullet” product feature to set their products apart from the competition. They’re constantly touting that knock-out function that makes their solution stand out in the eyes of the customer. Sadly, product uniqueness is fleeting. Today’s unique feature is tomorrow’s expectation. Good ideas are copied by the competition.
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Categories: Sales Conversation
If you’ve worked with us at Force Management, you know that we pride ourselves in providing clients with sales consumable tools, items that sales representatives can use immediately with their current and prospective accounts. What good is a training session if you can’t walk out of it with something you can actually use day-in and day-out? Here is a post that is sales consumable. Read these three steps and use them on your next sales call.
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