Sales Training

Using Intelligent Practice to improve sales results

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In a time poor world, many people including sales leaders and salespeople often bemoan the fact that they cannot seem to make time for important things like continued professional development, coaching, and thorough planning thus leaving their evolution and sales results to chance.

Rushing through the day, responding to ‘urgent’ matters and deadlines, getting in and out of sales meetings as quickly as possible, doing the bare minimum with CRM and reporting, with little or no time for reflection ...

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Key guidelines for Negotiations in Sales

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Rule of thumb for Negotiations in Sales

Sales managers are regularly looking for negotiation skills training for their salespeople. However, digging into their team’s situation and development priorities, it is quite clear, 90% of the time, that their people do not need negotiation skills training, what they really need is consultative solution selling skills training instead.
The reason many sales managers and sales teams find themselves in this situation is they think every time ...

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7 things you need to know to master the Craft of Selling

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We can agree:

Everybody lives by selling something – whether it be ideas, initiatives, visions, products, services or solutions.

Selling is ubiquitous – ever present in our daily lives, internally and externally. 

Selling is the vehicle that allows opportunity to flourish and people to prosper.

Nothing happens until something gets sold.

However:

As ever present as selling is in our daily lives, most people learn how to sell by default, not design.

Often thrown in the deep end, they work it out as they go, ...

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Is your sales team sinking or swimming?

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If your organisation is like most companies, some effort is usually invested in product training but not usually in ‘how we sell around here’.

Selling is an unusual profession in that selling is ubiquitous – present everywhere; essential for businesses to succeed – yet poorly understood especially when it comes to effectively transferring skills, knowledge and capability to others.

Most salespeople will tell you they learn selling by default, not design. They are thrown in, and if they survive they ...

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This tip will help you close more sales

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How many times have we heard about the salesperson who is so excited about their products that they get caught up convincing the client to buy by continuing to list the benefits of their offer and missing the client’s buying signal only to lose the sale?  

The buyer gives the salesperson a clear buying signal like: ‘Where do I sign? When do we start? How many can I get?’ and so on.  And what does the salesperson do? ...

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I’m not a salesperson but I have to sell

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After years of study and polishing technical skills to be a competent professional in a chosen field, it can come as a shock to many people that they need to sell their services and capabilities.

The topic of selling and growing a business doesn’t often feature in university lectures. But in today’s market, a competent selling capability isn’t a nice-to-have add-on, it is an essential business and life skill.

You can no longer rely upon your technical competence alone to ...

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We all want better sales performance, but what works best?

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Most of us will agree that as sales leaders we want better and more consistent sales performance. The approaches on how to get there, however, vary greatly.

Some tactics offer a temporary lift in sales while other strategies deliver more sustainable changes and lifts in performance over the long term.

We’ve outlined three different approaches organisations take to improve sales performance and their impact.

Annual sales training session/conference – 1 or 2 day workshop

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Selling isn’t only for salespeople

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Have you ever tried to persuade someone about the merits of a new idea, service or initiative?

Most sure you have. Countless times.

People do this all the time in our personal, professional and community lives. It is part of being a human.

So how did your efforts go?

Did you get their attention?

Did you convince them to adopt your idea?

Did you both get what you wanted out of the exchange?

Did you feel satisfied that you made a positive impact?

Maybe. Maybe not.

It ...

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Salespeople at Risk of Becoming Obsolete

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The proliferation of internet-based sales channels, that offer everything from simple items such as a toothbrush to some fairly complicated services including insurance, banking and even major items in the B2B sector means that the traditional role of product focused salespeople has changed. Sadly, some companies and quite a few salespeople continue to ignore the encroaching tsunami.

So just what has changed?

The long-time staple of selling (i.e. features and benefits) is no longer adequate. Whilst buyers still need ...

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Engineers, technicians & scientists as sales professionals

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It has been a long held belief that extroverts made the best sales people; the gift of the gab, being charming and persuasive, telling a good story, people oriented and friendly, and all that. However, given the increasing need to make well informed decisions and manage risk before we buy, our warm, chatty, convivial friends may need to learn a lesson or two from the more ambiverted/ introverted types many of whom are deep thinking techies, geeks, and ...

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