Why is Consultative Selling Better?

Why is Consultative Selling Better?

Why is Consultative Selling Better? In a recent Government Software Sales Bootcamp, I put up a slide comparing the traditional selling system with the more modern consultative selling system: Original Selling System Present Handle stalls and objections Close Consultative Selling System Qualify Present Close It was no secret that I’m in favor of the consultative selling system, but I asked the students to discuss why … Read more

Close the Door on the Close

Close the Door on the Close

Close the Door on the Close One of the reasons salespeople get a bad rap is because most people associate sales with a hard close. No one wants to be manipulated or pressured into making a decision that they may come to regret.  Buyers don’t like a hard close, and the truth is salespeople don’t either. I’ve heard countless people say that they aren’t cut … Read more

Selling to Committees

Selling to Committees

Selling to Committees All buyers want to have options, and they want a simple way to compare those options. An example is the Mutual Fund industry. Most brokerages have tools that allow buyers to compare funds side-by-side, helping them to make an informed decision. Yet Matthew Morey of New York’s Pace University, found that it was not necessarily the performance metrics that motivated the purchase … Read more

This is a Sales Call

This is a Sales Call It’s no secret that most people want to avoid sales calls. Once people figure out they have a salesperson on the line, they can’t wait to get off the phone. Traditional sales advice is to cajole them to staying on the phone. But forcing someone to give you their time is unlikely to bring about a positive response. Instead, when … Read more

The Road to Sales Mastery

The Road to Sales Mastery

The Road to Sales Mastery In one of my recent Software Sales Bootcamps, one of my students mentioned that his CEO had been through one of my bootcamps and was using the techniques he learned on sales calls and it wasn’t always smooth and natural. My question to him was, “What makes you skeptical? Is it because his technique is not working?” The student said, … Read more

Objections in Sales Presentations

Objections in Sales Presentations

Objections in Sales Presentations Overcoming objections is an important step in the sales process, but it’s one of the most dreaded parts of sales. No one likes handling objections, but when they come out of left field they can throw off your game – and your sales forecast. I’m going to make the argument that if you are getting regular objections and stalls from buyers, … Read more

Action Items

Action Items

Action Items “When you leave a sales meeting, it shouldn’t only be you who has an action item. The customer needs to have an action item too.” This statement came from a salesperson in one of my training sessions. Though early in her sales career, she had already realized that you need the prospective customer to buy-in to the process and work with you to … Read more

4 Ways to Ensure Sure Asking Questions is not an Interrogation

4 Ways to Ensure Sure Asking Questions is not an Interrogation

4 Ways to Ensure Sure Asking Questions is not an Interrogation I recently talked about the need to use a checklist during your sales calls. A checklist of questions will help guide and bring purpose to your sales conversations, but it does bring a risk of sounding like an interrogation.  We discussed this issue in one of my recent Software Sales Bootcamps.  #1 Pay Attention … Read more

The Purpose of Questions

The Purpose of Questions

The Purpose of Questions When you’re on a sales call, you should have a purpose.  That purpose helps to focus your questions and guide the call, to ultimately bring about a solution.  If you went to engineering school, like I did, you were taught that asking the right questions will bring you 80% of the way to a solution.  You cannot jump to a solution, … Read more

Using Checklist

Using Checklists

Using Checklists It may sound obvious but if you want a checklist for sales conversations to help guide you, you must USE the checklist.  To do that properly, the checklist must actually be in front of you. The Fear of Stilted Conversations Many salespeople go through sales training programs and walk away with a list of questions they should ask on sales calls, which are … Read more