The Sales Training Series: How To Sell Solutions By: Duane Sparks Salespeople are commonly told to sell solutions and value rather than just product features. But when the time comes to present their products, they fall back on generic scripts with no direct connection to any specific needs the customer has revealed. The customer winds up in a one-sided conversation, listening to the salesperson present too many low-priority capabilities. Tags: sales training, sales training program, salespeople, sales presentations, sell solutions,
The Sales Training Series: Ask For A Commitment Every Time By: Duane Sparks Salespeople are called upon to perform many duties, from customer training to market analysis. But we must never forget the primary value we bring to our organizations, the real reason we remain on the payroll: We are excellent at gaining commitment from paying customers. Or, at least, we're supposed to be.
The Sales Training Series: Selling With TFBRs By: Duane Sparks You have asked great questions and uncovered important customer needs that your offerings can address. Know what you’re going to do now? If you’re like most salespeople, you’re going to lose all of the momentum you’ve built and maybe the sale, by launching a boring, standardized product feature presentation. People don’t buy product features. They buy solutions to their own needs. Tags: sales training, sales management training, sales presentations, product presentation, sale
Selecting Salespeople From Outside Your Industry By: Derrick Moe There is an old saying in the computer world that dates back to the days of mainframes and terminals. These early computers cost tens of thousands of dollars and there were a handful of competitors in that market space. The dominant player was IBM who was often the highest priced option even though the competitive solutions were fairly similar. IBM’s market-leading position created a security blanket for buyers that developed into a common phrase – “Nobody was ever fired for ... Tags: sales recruiting, hiring, sales hiring, salespeople, recruiting, assessment, Select Metrix
Sales Hire Misfires By: Derrick Moe There is no tougher position for a company to hire than sales. The majority of sales candidates are affable, engaging and interesting in an interview format. However, sales clearly is the most difficult position in which to predict the future success of a candidate. If you have ever hired salespeople, you understand why. What is the disconnect between the resume/interview process and successfully placing the right salesperson in the right position?
Shopping In Apparel Stores By: Thomas B. Stevenson Some apparel stores are just too much for me. Take Old Navy for example. I like their stuff, and the prices are great, but I don’t like to shop there. Not only do I feel like I have andered into the wrong store, I have to dodge salespeople the entire time I’m there. I have been asked if I would like an Old Navy card I don’t know how many times, and it seems they won’t take no for an answer. Apparel stores need to understand that it’s ok to get people to sign up, but you really have towatch your sales tactics. For every three people they sign up, they alienate three more. Tags: apparel stores, sales tactics, salespeople
How To Lose Strong Sales Candidates By: Derrick Moe Hiring salespeople is a daunting task in that they are good actors with the ability to project more skills than they actually possess. Bad salespeople can masquerade long enough to get through the hiring process and onto your payroll. Selecting strong salespeople requires certain disciplines.
Get It Done By: Jim M. A get it done attitude will increase your sales faster than anything else you can do. Keep reading to get inspired. Tags: salespeople, entrepreneurs, get it done
Sales Commissions Earned By: Daniel Sitter As a career salesperson, I have strong feelings about commissions and an important message to all business owners who utilize salespeople to penetrate new markets and grow the customer base. Here is my recipe for a win-win pay-plan that works well for both the business owner and salesperson alike. Tags: sales, selling, sales commission, superior selling skils, salesperson, salespeople, career
Customers Tend To Buy The Who, Not The What By: Daniel Sitter Let's face it salespeople: Assuming that your customer knows what he needs, almost without exception, he can locate an alternate source for virtually any product that you sell, many times at a lesser price. The internet is loaded with sites ready to sell almost anything at unbelievably low prices. The question becomes "what are you going to do about it?" Tags: sales, selling, sales training, sales strategy, customers, salespeople, brand, superior selling s
Selling Scripts That Work By: Jim M. Selling scripts are the one thing most salespeople shy away from. There's a big difference between sounding canned and being prepared. Learn six selling tips you can use to prepare your opening statement when calling your sales prospects. Tags: selling scripts, sales prospects, salespeople
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