April 2016

New Age Product Sales Training for New Age Salespeople

If you have been in sales for as long as I have been, you notice the changes taking place in the selling world – particularly the challenges faced by the younger sales force. It was fairly easy for me to awe my customers with the product I was selling – Brother electronic typewriters, back in the early 80s. I could capture their attention by the sheer ingenuity of the product.

Connecting With Customers In a Way That Scales

There’s no doubt that our emotions have a large effect on our buying behavior. There’s the pride of ownership, the desire for comfort, the fear of “missing out,” and many other customer emotions that a marketer or salesperson would recognize.

Drive Results by Selling Change

You have built a beautiful business. But lately, waves of change are slowly eroding its base. Until now you have held back the damage by reinforcing the foundation. Then one day the realization hits you: you must move the whole structure, or it will be swept away like a sandcastle on the beach.

The Importance of Understanding Buyer Needs

Virtually all companies claim to be “customer-centric,” but set many of their salespeople up for failure with the prodigious amount of product training they provide. Sellers’ comfort zones become talking about offerings rather than exploring business issues. While tolerated at low levels within organizations, it often shortens sales calls made on executives or abruptly ends them.

6 Ways to Drive Favorable Customer Decisions

To capture favorable votes, salespeople, like politicians, need to pull six key levers that guide decision-making. These levers affect the limbic system of the brain, which holds memories, emotions and many core beliefs. Messages tied to these levers stimulate us to cast a vote or buy a product or solution. Here are the levers and how to pull them:

The 2 Biggest CRM Mistakes and What to Do About Them

Sales teams are usually viewed as the most important business units in a corporate world. But sales teams have to be smart in order to deliver great results.

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