Posts

Sales Training Programs That Fail And Why

Image
Sales training programs are critical to a business seeking to acquire new customers and deepen relationships with existing customers. They say the stated aim of any business is to acquire, develop, and maintain customers at a profit. So how do sales organizations do this in a highly competitive and noisy market? How do sales coaches and sales trainers stimulate new ways of thinking and provide salespeople with new ways of operating in a data-driven sales environment to increasingly savvy customers? For many organizations, even the agile ones, ongoing sales training can be expensive with hard-to-quantify impacts on sales performance. Understanding why sales programs fail is a learning journey in itself and can lead to more effective and affordable sales training. Lack of Training Content Sales organizations of all sizes have new levels of requirements to compete successfully for customers attention or time. The...
Post a Comment
Read more

Building A Sales Playbook

Image
Sales playbook creation can seem like a burdensome business task in pulling all aspects of a sales strategy into a comprehensive template. So, it’s worth remembering that a sales playbook acts as a roadmap for salespeople and sales teams to guide them through the entire sales process. It documents all the steps from how to research and find a lead to qualifying an opportunity plus all the markers towards closing a deal. The sales playbook should also outline the sales methodology, techniques, and expectations for each salesperson’s role. 

 The  ultimate aim of the playbook is to make sure that everyone is aligned to the sales strategies and tactics and the sales efforts are all on the same page. Building detailed sales plays within the playbook will instill best practices into the sales process and make all the sales steps repeatable and scalable. Each sales play should include the approach, what qualifies as a genuine sale...
Post a Comment
Read more

Master Sales Objection: The Key To Winning More Deals

Sales objections or concerns are a natural part of the sales process. Why? Because every decision to buy will change or disrupt a prospect’s life and requires risking the unknown. Remember, buying is a change management project for the customer. Sales Objections flourish when prospects focus their attention on the emotional anxiety of change. Dealing with objections requires managing psychological aspects of buying anxiety called the three D’s. 1.  Doubt. 2. disruption, and 3. decisions.  The three D’s happen because the buyer cannot fully grasp, or challenge the issues, or pain points identified. They are unable to be rational about their current situation, and become incapable of understanding an alternative, such as your proposal. Also, because the buyer has to give a number of escalating commitments to you, they remain committed to the “status quo”, in other words, do nothing. This is the fear or doubt, of making a wrong decision. They also can be concerned with ...
Post a Comment
Read more