Evaluate Your Sales Effectiveness with One Question
Too often, there is one behavior that sales reps exhibit, that completely undermines their effectiveness in closing the sale. Your answer to this one question will help you determine if you too, are at risk of compromising your sales effectiveness.
Does a Challenger Sales Rep Do Demos?
The following article answers two questions — Do Challengers do product demos, and if so, where in the process is the appropriate time to do so?
Ever get bad advice? I read a post this morning that struck me as such as it advised 3 Questions Sales People Should Ask Every Prospect. The three questions [taken from a longer ‘disqualification checklist’ of questions] recommended asking the following questions of every prospect: 1. What is your biggest [YOUR INDUSTRY] related challenge? 2. Why is […]
What are False Positives? As a term often used in the medical community, a False Positive is defined in the Medical Dictionary as, ‘A result that indicates that a given condition is present when it is not. An example of a false positive would be if a particular test designed to detect cancer returns a […]
Success in Sales
One of life’s unfortunate realities is that succeeding once, does not mean succeeding always. Success has a shelf life, especially in sales…
Challenger Marketing Example
Following is an example how one company changed its messaging and increased it’s response rates by 94% and sales by 91%…
Sales Warm Up Exercises
If selling were a sport, do your sales reps jump in and play cold, or do they warm up before their first calls?
There’s no better way to improve the quality of information you receive from a potential customer than by asking short questions. We all can recall far too many times when we’ve sat across the table from a customer we’re trying to help–and we know we can help, if they would just provide us information about […]
Stop Asking your prospects “Why?”
Getting deeper in sales conversations is a problem for many people. If you are struggling in this area, perhaps the problem is with asking “why” questions…
In the words of Dilbert creator, Scott Adams, “Change is good…you go first!” For most of us, this resonates. We all want to see it, but many fewer want to do it! In the Sales and Marketing world, the impact of this reality is having devastating effects. The responsibility belongs with Sales and Marketers, but many fail to recognize that their messages don’t suggest any reason for buyers to change from what they are currently doing.