Sales best practices

Handlings Objections

Objections

We get it. Objections are tough. Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. We’re here to …

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Negotiation

Negotiation

As a sales person, a critical part of our daily activity is negotiation sales deals. Success negotiations tied to ongoing relationships, tend to involve multiple issues beyond simply price. having looked specifically at sales negotiation in a previous blog, below I have looked specifically at the negotiation process. Negotiation, by definition, is the process by which …

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Trusted Advisor

A Trusted Advisor

In many businesses, it is the people that matter. The personal relationship and trust that a long term relationship elevates a vendor into A Trusted Advisor. Trusted advisors are more likely to have their advice taken, open new lines of communication, gain referrals and have more constructive and effective client interactions. LEAD WITH TRUST The most effective leaders …

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Spin Selling

SPIN Selling

If you’re a B2B salesperson, you’ve probably heard about SPIN Selling. It’s one of the most well-known selling systems. It gives reps a research-backed framework for working and closing complex deals with extended sales processes. The strategy focuses on asking good questions in the right order, using active listening, and translating the prospect’s needs into …

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