Tag Archives: sales skills

Active listening – a forgotten key to sales success

When talking about sales skills, the first thing that comes to mind for many is asking questions. Rightly so. Asking questions, however, is not one-way … often the best questions are ones that build on prior statements – resulting in a sales call that resembles a business conversation with a smooth flow between those participating. This article provides techniques for sales people to improve their listening skills.

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Storytelling and sales success – it worked for Scheherazade

Telling is one of the biggest traps in sales – too many sales reps love to tell about their solutions. But, we all know that doesn’t lead to success. On the other hand, what about story telling? Well planned, compelling stories your customer can relate to is key to sales success. Continue reading

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Moving from good to great sales presentations

When selling, a great formal sales presentation that fails to win the business isn’t good enough. How can we do a better job in crafting a winning presentation? Incorporating these five techniques are a good starting point… Continue reading

Posted in Business Acumen, General Posts, Sales Best Practices, Sales Call Execution, Sales Strategy, Sales Trainers | Tagged , , , , , , ,

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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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A case for sales skills training – video

This brief video summarizes the reasons why companies should invest in sales skills training. Continue reading

Posted in General Posts, Sales Best Practices, Sales Call Execution, Sales Training, Sales Training Best Practices, Sales Training Design | Tagged , , , , , , ,

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Medical device sales – the networking challenge

A key to successful medical device sales, as in most sales situations, is getting the right message, to the right person, at the right time. Successfully networking in medical device sales requires knowing who’s who and having relationships characterized by superior access and credibility. To execute, medical device sales people must be able to answer three questions: Who will be involved? What is the importance of each role? What are the player’s opinion of your company? Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Best Practices, Sales Call Execution, Sales Strategy, Sales Training, Uncategorized | Tagged , , , , , , , , , , , , , , , , ,

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Developing a road map for a major account negotiation

Because of the complexity of the negotiation itself and the significance of getting it right, the actual plan for a major account negotiation must be developed with care. In any major account, if the sales team does not develop a well-conceived and coordinated negotiation plan, they are playing Russian roulette with the long-term relationship with the customer and with the profitability of the sales opportunity.

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Posted in Negotiation, Sales Negotiation, Sales Strategy, Sales Training, Sales Training Best Practices, 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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