Creating a PlayBook that Wins: The Philosophy behind the Mechanics

Creating a PlayBook is a big commitment. So, are the rewards worth the investment? The Aberdeen Group did a survey in July 2015, which resulted in the following conclusions: Best in class companies are 3 times more likely to deploy Sales PlayBooks PlayBook users report 15% more sales reps achieving annual quota PlayBook practices combined [...]

By | 2016-10-17T16:31:10+00:00 April 19th, 2016|Sales Leaders|0 Comments

9 Ways Solution Selling is Like Solving a Crossword Puzzle

Do you ever wonder if there is a new approach to teaching your sellers some great solution selling skills that add value to prospective customers? Well, here are 9 that I recently learned. Put the pieces together. Fill in the blanks. Operate with confidence. Retrieve information. Figure out the style. Finish what you started. Be [...]

By | 2016-10-17T16:33:28+00:00 February 24th, 2015|Sales Leaders, Sales Success|0 Comments

Consultative Selling Using a Common Problems Approach

In my world of sales and sales training, I hear the term “consultative selling” thrown around quite a bit. That term can mean a lot of different things to a lot of different people, so I will give you my definition. First of all, consultative selling has two parts. Part one is about establishing comfort [...]

By | 2016-10-17T16:33:48+00:00 December 2nd, 2014|Sales Success|0 Comments

What’s a Unique Feature?

Do you know how important it is to distinguish specific features in your company’s offering? Many sales leaders I talk to don’t realize that the more you can differentiate your products or services, the more your sales team can build useful dialog with your prospects, clients, and customers. It doesn’t stop there though. I’m not [...]

By | 2016-10-17T16:33:51+00:00 November 18th, 2014|Sales Leaders, Sales Success|0 Comments

The Top-Ten Skills of a Great Salesperson

While you can't flip a switch and gain the skills of a great salesperson, you can continue to build habits and work to that goal with everything you do. When salespeople struggle, it's usually because they lack the requisite skills to be successful. Some of these skills are inherent in a salesperson’s personality, while others [...]

By | 2016-10-17T16:35:45+00:00 July 10th, 2012|Sales Success|0 Comments

The Discipline of Waiting

When we think of discipline, most of us think of doing things we don’t want to. In our personal lives, it’s going for a run when all you want to do is sit on the couch. In selling, it’s making those cold calls, asking for referrals, and going on as many sales calls as you [...]

By | 2016-10-17T16:36:41+00:00 May 18th, 2011|Sales Success|0 Comments

My First Sale! – Keys to Successfully Closing a Deal

I am thrilled to announce that I closed my first deal last week! There were a number of key factors that went into pulling it off, and I’ve taken a moment to identify the keys to successfully closing a deal that I learned along the way. Keys to Successfully Closing a Deal: 1. Ask the [...]

By | 2016-10-17T16:39:25+00:00 May 26th, 2010|Sales Success|0 Comments

Uncovering Prospects’ Needs

Yesterday, I posted about the five areas where buyers focus their questions and the three key skills – building good relationships, asking probing questions, and actively listening – that are necessary to address each of these five areas effectively. It is those three skills that lead directily into today's topic – specifically, how to use [...]

By | 2016-10-17T16:42:36+00:00 June 23rd, 2009|Sales Success|0 Comments

The Importance of Question-Based Selling

Experienced sellers know the importance of asking questions and listening to their prospective buyers. However, many sellers forget that buyers do the same thing to them – even if the questions are not directly stated. Here are the five typical areas buyers focus on, along with some of the questions they want answered before they [...]

By | 2016-10-17T16:42:38+00:00 June 22nd, 2009|Sales Success|0 Comments