When I look back at the best sales leaders that I had the privilege of supporting, there are two more competencies they had that I believe are important to consider. As I’ve shared before, most salespeople don’t leave the company because of the environment or culture,...
In my new book “The Relationship Selling Secret”, I address twelve competencies every sales leader should develop. I’d like to address the second set of three in this newsletter and in the following months we will address the others. Great sales leaders should coach...
In my new book “The Relationship Selling Secret”, I address twelve competencies every sales leader should develop. I’d like to address the first three in this newsletter and in the following months we will address the others. 1. Excellent communicator Everyone talks...
I have exciting news! My new book, “The Relationship Selling Secret: The Sales Leader’s Guide to Empowering Your Team to Increase Their Influence and Generate More Profitable Connections” has just been released and is now available on Amazon. The book is specifically...
As a sales leader you want your sales team to consistently take their skills to the next level. One of the most critical sales training courses you need to provide is on questioning skills. This is one skill, when done effectively, will differentiate your sales team...
Most sellers hate customer objections because they see them as red flags or rejection. Not me! I believe they are opportunities, simply unanswered questions. With that frame of mind, you automatically go on the defense, which is what the customer is looking for. Their...
What do I mean by value? Value depends on what your customer is trying to achieve. It’s our responsibility, as sales professionals, to discover what value means to each customer. One tried and true formula I have using for years is Value = Benefits – Costs. If you...
I believe the number one responsibility of every sales leader is to help their salespeople reach their potential. The success of every sales leader is measured by the success of the people on their team. No sales leader is successful on their own. It takes the success...
Motivation is critical to a salesperson’s success. And it needs to be intrinsic (driven internally by the person) and not extrinsic, which is driven by external forces, such as the sales manager. Sales leaders can dangle a carrot as an incentive to perform or use a...
One of the biggest challenges salespeople face today is the commoditization of their offers. The market is emphasizing low price and convenience. But salespeople that are selling large solutions can’t afford to fall into this trap. Their goal is to meet the customer’s...