Tag Archives: sales call planning

Fine-tune consultative selling by starting with what you know

Consultative selling means doesn’t translate simply into asking customers questions. Today’s customers expect sales reps to know about their industry and their business issues – certainly in broad strokes. This means that developing business acumen is more important today than ever. Continue reading

Posted in Business Acumen, Sales Training, Sales Training Best Practices, Selling Value, Uncategorized | Tagged , , , , , , ,

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Pre-call planning – a missing ingredient

Pre-call planning is critical to sales success – but one missing ingredient in pre-call planning is planning multiple advances. Sales people need to be prepared if the call doesn’t go as well as planned, to close the call with something else that moves the sale along. On the other hand, if the call goes better than anticipated, the sales rep should have thought about a more aggressive advance to close the call – or leave a missed opportunity behind. Continue reading

Posted in Sales Best Practices, Sales Call Execution, Sales Simulations, Sales Training | Tagged , , , , , , , , ,

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