Monthly Archives: February 2014
Sales Dialogues – Provoking Needs, Can you do this?
When engaging in a sales dialogue with a prospect or client, it is important to acknowledge their current needs before approaching them with new needs. To provoke a need, sales reps can establish credibility by sharing insights and asking questions to better understand the client.
Time to Trash Event-based Sales Training!
In my last post, Strategies for Sustaining the Impact of Sales Training: Overview and Key Findings, I shared with you the key findings from a recent study from TrainingIndustry.com. This is such an important topic that I wanted to follow that up with a post focused specifically on the major takeaways from that research.
Strategies for Sustaining the Impact of Sales Training: Overview and Key Findings
When you invest in something, you expect a return. Otherwise, such an investment is known as a donation (or more cynically, throwing your money away). Before making a substantial investment, you are likely to give it careful consideration. “What am I paying for? What will I get for that investment? Could that money be put to better use elsewhere?”
Richardson’s Six Critical Skills are invaluable at all levels of the sales organization, as they provide a consistent methodology for sales reps. The Six Critical Skills represent the heart of the Richardson sales framework and are the foundation of a client-focused sales process. They allow users to create the building blocks for engaging dialogue, understanding client needs, closing business, and building long-term relationships. The Six Critical Skills are:
How’s Your Selling Energy?
With new goals and results just beginning to post for 2014, it is worth reflecting on what you are doing differently today to generate better outcomes tomorrow. The topic I’d like to focus on today is more fundamental than the selling process and skills you leverage to create an effective sales meeting. It is your Selling Energy — or how the energy you carry into and through a meeting impacts how successfully you close.