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Best of the Sales Training Connection

 

Fall 2013
 
If you are a subscriber who might have missed a popular post, or if you haven't had a chance to visit the Sales Training Connection, we thought we would bring to you the Best of the Sales Training Connection.
  
In this issue you will find our most popular blogs - about selling and sales training - posted during the Fall 2013.
  
We hope you find them interesting - feel free to share them with your colleagues.
  
Janet Spirer and Richard Ruff
Sales Training Connection

In this issue
Opening sales statements: start right - finish first
Don't lose sales you should win - connect the dots
Get sales coaching happening - target trigger events
Sales coaching - addressing the smartphone reflex
Sales presentations - don't lose at the very end
FREE white papers, ebook and mobile app you might have missed
Sales Training  
Opening sales statements: start right - finish first

  

Opening sales statements - a popular topic of conversation especially with new sales people. We often have new sales reps asking, "How should I open?" "What should I say?" "How can I grab the buyer's attention?" "Can you give me a few good phrases that always work?" Continue 

 

  
Don't lose sales you should win - connect the dots

 

Often a sale is lost even when the solution is a good fit because the sales person fails to make the connection between the solution and the customer needs.  The seller gets Step 1 right - they develop a good understanding of the customer's needs.  They also provide a good description of the solution so Step 2 is okay.  But they leave it to customer to connect the dots as to how the solution can effectively address the needs.  Continue

 

 
Get sales coaching happening - target trigger events

  

People who are knowledgeable and experienced in sales excellence know sales coaching is worthwhile; it can make a difference; and it needs to be a priority.  Sales pros agree sales coaching is a necessity if you want a world-class sales team.   Continue

  

Sales Coaching 
Sales coaching - addressing the smartphone reflex

 

Selling - technology definitely provides new opportunities for sales managers and sales reps. However, as relayed in the WSJ there are some pitfalls. Continue 

 

  
Sales presentations - don't lose at the very end

 

Unless you have done a good job selling value throughout the buying process, it is unlikely that even a great sales presentation will turn the tide.  However, even if you have done a superb job selling value, a bad presentation at the end might be enough to lose a deal you could of won. Continue 

 

  Free white papers, ebook, and mobile app you might have missed ...

A FREE ebook and mobile app 

A FREE white paper highlighting 15 best practices for forumating and executing sales strategy in major accounts

A FREE white paper based on industry best practices to help your sales organization bring new products to market successfully. 
 
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Contact Information

Email: jspirer@salesmomentum.com 

Phone: 480.513.0900 (office) or 480.329.4182 (mobile) 

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