Chances are when you see a current client or prospect you build trust and you get right into problem identification
Chances are you start asking questions that help you pinpoint what problems the customer has that you can solve with your product or service And you then present your product or solution when the first opportunity arises in the dialogue
Our research with thousands of Momentium users is that the
There’s been a shift since 2007 when we first started offering Momentium in Universities and Colleges to develop future sales talent. When we would ask students taking an elective on sales if they were considering a career in sales, only one or two students would raise their hands.
After working with thousands of sales representatives, and many over a 3-year period, we have had the opportunity to analyze what top performers have in common.
The outcome of this analysis has pinpointed two of the most important questions you can ask when hiring sales talent.
Sales is a people-first discipline… …and body language is one of the most important things in any sales interaction. This is because our body language will reveal many things we might not expect. Subconsciously, you could be leveraging your assets or you could be influencing decisions being made about you without even realizing. Those assets…
For most salespeople, the hardest part of the sales process is the close. Attempting to close too early will sabotage the relationship, while waiting too long to close means that your sales manager will be questioning your results. Figuring out when to ask for the close is difficult, and there is a big difference between…
Mindfulness in Sales: One Size Doesn’t Fit All Guest Post by Jovan Vuksanovich Mindfulness these days is being taught in healthcare, psychotherapy, primary and secondary schools, universities, law firms, innovative companies, traditional companies, the military, prisons, and sports teams. Most everywhere. And growing in leaps and bounds, globally. Mindfulness, over the last thirty plus years,…
It is often said that experience is the best teacher, and this is true for B2B sales as well. For decades, experts in learning and training have written about how important it is for people to have the opportunity to get hands-on in order to retain knowledge. One of the most well-known pieces of modern…
Why sales training workshops are rarely worth the money The sales training workshop (or seminar) is one of the oldest and most well-known development tools in business. In fact, getting together with other salespeople and an expert to go over sticking points and new techniques is almost a rite of passage in many companies. But…
Maximizing Moments That Matter – Being Prepared for Sales Calls To ensure we can make the best use of each communication moment we have with a prospect or customer, here are a few tips to streamline “being prepared”: Identify the industries or sectors you work with most. Develop a file (electronic or a binder, your…
Essential Tools to have in your Sales Toolbox Here are a few tips to help you get started in adding examples or stories to your toolbox or playbook: Reflect on situations with your customers when you helped them solve a problem or leverage an opportunity. List these customer situations. Aim to get a minimum of…
