Search Results for: business conversations

Business conversations trump product presentations – An STC Classic

Sales conversations are much more engaging than presentations. Information is revealed, but it’s couched in a conversational narrative that conveys a desire for mutual understanding and comprehension. We are invited to hear what is being shared and take it in on a personal level. It feels authentic and real to us. Continue reading

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Today’s sales conversations present new challenges

As sales conversations move from transactional to consultative the skill set of the sales team must change. This means that the way we train sales reps – and especially new hires -must change, too. Continue reading

Posted in Business Acumen, New Hire Sales Training, Sales Best Practices, Sales Call Execution, Sales Training, Sales Training Best Practices | Tagged , , , , , , ,

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The business acumen challenge for new sales reps

Many companies offer training programs for new sales reps that focus on products with some competitive information and sales skills added. Often, they are accompanied by various levels of testing – spanning the rigorous scale from minimal to washing new hires out of the program. Continue reading

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Medical sales – impact of hospital mergers and acquisitions on sales strategy

With an increased number of hospital mergers and acquisitions in 2012, new opportunities open for medical sales, including: explore using the national account model, improve the sales teams skills to have business conversations, hep physicians translate clinical value into economic value. It also means that medical sales training must customized to address the challenges posed by consolidation, team-based, and experiential – such as sales simulations. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Training, Uncategorized | Tagged , , , , , , , , , , , , ,

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Selling value is more important than ever

As we sell in these tough economic times, sales people need to think about how they position themselves with accounts. It’s too easy – and often tempting – to focus on price. Many customers will do just that, leaving sales reps to believe that winning business under these economic conditions requires offering price concessions. While price has moved to a more prominent position in all sales, they still remain central primarily in transactional sales. In major sales, while customers may be more price conscious than in the past, value remains the cornerstone to successful selling.

And, to grow the business in major accounts, sales people need to do more than sell product. They cannot create value for the customer and separate themselves from their competition by talking about features. They must have the ability and confidence to carry out technical and business conversations with the customer about the unique benefits they can provide. After all, customers care most about solutions to problems. In this blog post, we want to explore the notion of value itself. The word “value” is so omnipresent in sales training today that we think sometimes the true importance is lost. So, here are three points we think are critical when talking about value.

As we sell in these tough economic times, sales people need to think about how they position themselves with accounts. It’s too easy – and often tempting – to focus on price. Many customers will do just that, leaving sales reps to believe that winning business under these economic conditions requires offering price concessions. While price has moved to a more prominent position in all sales, they still remain central primarily in transactional sales. In major sales, while customers may be more price conscious than in the past, value remains the cornerstone to successful selling. And, to grow the business in major accounts, sales people need to do more than sell product. They cannot create value for the customer and separate themselves from their competition by talking about features. They must have the ability and confidence to carry out technical and business conversations with the customer about the unique benefits they can provide. After all, customers care most about solutions to problems. In this blog post, we want to explore the notion of value itself. The word “value” is so omnipresent in sales training today that we think sometimes the true importance is lost. So, here are three points we think are critical when talking about value.

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Posted in Business Acumen, General Posts, Sales Training, Selling Value | Tagged , , , , , ,

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Sales training for meeting buyers’ expectations in 2016

Sales training initiative should be viewed as a process not a single event that are highly customized with sales management actively involved. Continue reading

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Sales and the art of chitchat

In sales situations – from initial sales calls; to social interactions with new customers, existing customers, or prospects; to networking – sales reps must succeed at chitchat. But few of us are – here are 5 techniques to help salespeople improve their sales chitchat. Continue reading

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Sales reps – how to bring value by saying “no”

Salespeople find saying “no” difficult. But, sometimes “saying no” is exactly what a salesperson should say to a customer. This blog contains 4 tips to help sales reps say “no” to customers skillfully. Continue reading

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5 challenges to achieving sales excellence – it’s more important than ever yet harder to achieve

To be a top performer today, a salesperson has to know more and know it at a higher level of competency then ever before. There are no tricks or easy to learn tips for achieving excellence. It is all about constantly working at getting better – having great coaching and superior support from your entire company. Continue reading

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Selling to experienced vs. new physicians – it’s not just more of the same

While many of the new physicians may have similar professional and personal drivers as their more senior colleagues, they will have “come of age” in a different healthcare environment. Selling to these physicians will be different – and medical sales reps need to be prepared to address those differences. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Training, Sales Training Best Practices | Tagged , , , , , , , , , ,

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