Asking thoughtful questions shows that you’re interested in solving the customer’s problems and gives you invaluable insights that you can use to help them find a solution.
Are you assertive or aggressive when selling? What makes the difference between these two sales styles? And are you using each correctly?
Rather than waiting for less-than-desirable results to roll in, they take the initiative to inspect what they expect. What do we mean by that, exactly?
As a leader, you need always to be two steps ahead of everyone else, which is why now is the time to plan for next year. But I want you to forget about targets for a moment and undertake an honest appraisal of each team member.
As a sales leader, taking stock of success and failure is vital to set your team up for success over the next 12 months. To do so, we need to leave our excuses at the door and not place blame on the economy, the marketplace, our suppliers, or our team members.
A top goal of successful companies is to change the negative perception of sales and affect the way sales leaders think about their sales training and hiring processes. Therefore, you must weed out the convincers and tellers and identify top sales performers when looking to add salespeople to your team.
There’s an assumption you will have to convince, tell, and live in a world of pressure if you become a salesperson. The perception of what a career in sales requires is all wrong.
There are times when disqualifying a prospect can be as valuable, if not more so, than qualifying a prospect. Disqualifying
Download and review the action items on the Buyer Facilitator Checklist. Evaluate yourself and see where you are on this list, know what you’re doing right, what you’re missing, and where you can improve.
