Search Results for: ask, listen, then talk

Listening – the forgotten twin of sales success

Active listening is key to sales call success – best practices to help salespeople do a better job listening. Continue reading

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Asking questions – four traps to avoid

The research has consistently shown that in successful calls the buyer talks more than the seller and the seller ask more questions. Because of these findings, asking questions is recognized as a fundamental sales skill. Over the years we’ve had the opportunity to observed hundreds of sales reps making sales calls and have isolated four traps they tend to fall into when asking questions. Continue reading

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Onboarding salespeople – yesterday’s good is not good enough

Sales training programs are needed not just for onboarding new hire salespeople but also for upboarding your existing sales team to deal with an increasingly changing buying environment. The need for sales training is now driven by the rate of change in the market not the elapsed time since the last program. Continue reading

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Medical device sales – 8 questioning traps hindering sales success

Medical device sales people are often coached to “talk a little bit less and get better at asking questions.” In most cases this is a solid piece of coaching advice. Most sales people talk too much, listen too little and don’t ask enough questions.

The problem is “doing a better job at asking questions”, is easy to say, but not so easy to do. There are many traps on the road to getting better – this article shares eight of them.
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Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Best Practices, Sales Call Execution, Sales Training | Tagged , , , , , , , , , ,

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Winning complex sales – defining fundamentals

A complex sale is not just a big little sale. It is qualitatively different. The buying process is more complex, the sales cycle is longer, and the consequences of winning and losing are more significant.

Correspondingly, the performance requirement is broader and deeper. Today, successfully navigating the buying process in a complex sale requires account executives to know more and know it at a higher level of proficiency than ever before.

What does it take to get it right? When answering that question it is always a good idea to start with the fundamentals – those things that absolutely positively must mastered.
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How can new sales reps build their credibility?

New salespeople are challenged to build to build credibility – here are two best practices. Continue reading

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Sales coaches – and the teaching trap

Sales managers – stop trying to teach and start trying to help your sales team learn something. Sales manager can begin by asking, listening and then telling. Continue reading

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Networking at conferences – tips on who, what and how

Networking isn’t easy but it is a piece of the puzzle for sales success. It is good to remember there is a big between talking to a whole bunch of people and a planned networking experience. Continue reading

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