The IMPACT Sales Training Blog
One of the best definitions of confidence that’s out there is “knowing what you know.” This isn’t Psychology double-talk; the definition refers to the awareness that you have to ability to successfully complete a given task. Confident people can point to a track record of success. They think like winners because they know they are, and much like any other field, top salespeople have figured out the best ways of building confidence in sales. Scientific studies have identified more than 30 traits salespeople who have discovered the keys to building confidence in sales possess. I’m going to concentrate on the 7…
Selling is both a talking and listening art and science. You have to be able to listen to verbal communication as well as detect non-verbal clues. During your sales presentation, there must truly be an absolute balance in communication.
The interesting thing is that the most common error in sales falls on the side of talking too much instead of listening too much.
Nepotism is a fact of life in the business world.
In some cases, it can be a good thing, as company founders will often pass down their skills and knowledge to the next generation of their family.
Sometimes, however, nepotism can be a plague to a business. This is especially true when nepotism manifests itself in the form of underperforming salespeople who only keep their position because they are personally close to the founders of the company. These salespeople are often known as “red circle guys.” Why? They’re protected by ownership and can’t be touched.
Is there any one single best way to sell a product or service? There are definitely best practices, and there are also a number of effective approaches. Whatever sales methodology you use, the following universal sales truths are sure to cement the sales process together.
Here are the 12 Most Universal Sales Truths that we have seen work in any sales environment, selling any product or service, anywhere to anybody…
There are many interpretations of what sales success “looks” like. But what are the specific characteristics of the most successful salespeople?
There are many. Do the characteristics of the most successful salespeople include…
In the world of professional selling, particularly when selling to the purchasing department, it’s commonplace for buyers to do their best to commoditize your product or service.
When prospects are comparing your proposal to the competition in an attempt to create a bidding war, the buyer is working to further put themselves in the driver’s seat and get the lowest price they can…
There’s a big difference between simply presenting your product or service to a prospect and carefully recommending your product or service as something that solves a specific problem, fills an exact want, satisfies a stated need or provides a unique answer that they’re really seeking.
In the final analysis, prospects are rarely seeking an off-the-shelf solution. They want a customized recommendation that goes way beyond what the typical demonstration based sales model can support. The only reason your prospects will buy anything from your reps is if they can see that the alternative they offer is more valuable than simply doing nothing or purchasing from your competitor.
While the world of professional selling can be full of uncertainty and adversity, having some baseline rules for sales success can be a huge time saver.
The following 7 rules for sales success are based on principles that have proven themselves successful with hundreds of thousands of salespeople worldwide.
Selling a highly technical product or service requires a certain skill set: one that ties a deep understanding of the features of the offering with the ability to persuade prospects and customers to buy by presenting the benefits of the offering.
The challenge? Many technical salespeople tend toward “feature dumping” instead of building value in the mind of the buyer.
Let’s take a look at why that happens…
In many of our sales training programs, attendees will ask us: “What’s The Difference Between Price, Budget and Perceived Value?”
When it comes to the concept of price in sales, there are actually three principles that guide customer behavior…
Sales professionals in the old days had a much different relationship with their customers. In previous generations, selling was more about whom you knew than what you knew. A strong relationship with customers and a few gifts such as golf tournament tickets, fishing trips and the lowest price simply won’t cut it anymore.
Today’s salespeople face a much different selling environment and the days of “whiskey and ticket selling” are fast coming to an end.
The rise of the Internet combined with an economic recession has led to the death of “good ole boy” selling, which is a good thing for the new generation of sales reps who want to prove their skills based on merit and not previous relationships.
In the face of a rapidly shifting marketplace, companies – and sales teams – are having to change focus…fast. Oftentimes, the reason for such a shift involves a “go to” market going away. This often means moving your focus into a new, untapped market. When considering how to get salespeople to sell into a new market, managers need to stress the potential value of the markets they want to expand into and provide incentives for territory development. Planning is key. When reps feel unsupported or ill prepared to attack new segments, launch new products, etc., the chances of a successful shift diminish.
All parts of a business are important. From customer service to marketing to accounting, a company needs to be able to handle responsibilities across several fields in order to succeed.
However, for businesses that want to maintain long-term success, the most important area to be strong in is sales. Mark Cuban, billionaire entrepreneur and owner of the NBA’s Dallas Mavericks, told Reddit recently that sales are the most important element of small businesses. As Cuban put it, “No sales, no company.”
Our research tells us that only 41% of senior sales leaders have confidence in their organization’s ability to attract, hire and retain top sales performers, yet many front-line hiring managers rush to fill open sales positions.
To make sure the sales hiring process inside of your organization ensures you only hire top-performers, senior execs must provide a multistep roadmap for hiring…and hold managers accountable to it.
Buyers can pull some pretty dirty tricks when they’re trying to push salespeople into cutting their price. They don’t want to overpay, want to look good to their boss and many actually get paid based on how much they save.
While there are literally dozens of tactics these folks use to manipulate sales reps into cutting their price, one of the most easily recognizable is the “Stiff Arm” tactic.
One of the most common misconceptions about the world of sales is that salespeople are born, not made. It is true that some people are more naturally inclined to be successful salespeople than others. However, the important thing to remember as a sales manager is that almost anyone can sell in the right environment.
These tips will help you learn how to train anyone on your sales team to be successful at selling.
Identifying, interviewing and hiring the right salespeople is one of the most difficult elements of a sales manager’s job.
One of the easiest ways to separate the poor sales performers from the good ones is to ask the right questions during their initial interview. Solid, proven interview questions to ask sales candidates will help you understand what kind of person they are and how well they will fit into your company’s culture.
Asking these three questions will help you be certain that you only hire top performers.
For many salespeople, the phrase “sales meeting” conjures up dreadful images of long, boring sessions of listening to managers talk endlessly. Fortunately, with some effort there are ways to hold productive and successful sales meetings…
Today’s sales managers need to lead and coach their sales force instead of managing and directing the team. Unfortunately, when sales managers aren’t coaching – because they don’t know how – they tend to get caught up with blaming their reps for failures on the part of the sales team instead of looking at themselves.
There are three elements of success that sales managers must incorporate into their work if they want a high level of performance from their sales team.