Categories: Sales Conversation
Today’s blog post comes from Force Management Delivery Partner Tim Caito. Caito has more than 30 years of sales, management, and business consulting experience. He has consulted with some of the largest companies around the world, including AT&T, Fed Ex, Symantec, Microsoft, Coca-Cola, Walmart and American Airlines, on both the seller and buyer side. In Ten Reasons Salespeople Lose Deals, Harvard Business Review Blogger Steve Martin listed the top challenges sellers felt were keeping them from gaining new business. At Force Management, we hear the same challenges from sellers every day.
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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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Categories: Sales Conversation
Courtesy: CSO Insights' 2012 Sales Execution Analysis How often does discounting play a role in your sales cycle? Chances are, it’s more than you’d like. According to the 2012 CSO Insights' Sales Execution Analysis, more than 40% of sales managers said their team needed to reduce their reliance on discounting to make the sales.
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