Tag Archives: face-to-face selling

Handling objections and tough questions – it’s useful to distinguish

In addition to objections sale reps also face tough questions from customers who are simply skeptical. So, how can sales reps effectively handle these tough questions? This article highlights some best practices. 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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Sales tip – open and closed questions

Buyers talk more than the sellers and the sellers ask more questions. So, no other skill set has received more attention in sales training than the art and science of asking questions. This articles drills down on asking questions for sales success. Continue reading

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Quantifying your value proposition – making the business case

Success sales requires sales reps make the business case for a customer to purchase a product or service. This starts with understanding the customer’s business – and your value proposition. Continue reading

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Medical device sales – four ways to differentiate from the competition

Differentiating from the competition is critical in all sales – medical device sales is no exception. So, we asked four first and middle managers to provide some advice to medical device sales reps. Continue reading

Posted in General Posts, Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Best Practices, Sales Call Execution, Sales Training | Tagged , , , , , , , , , , , , , , , ,

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