C-Level, Relationship Selling Blog

C-Level Sales Training Tip 3 - Sales Rejection – What You Didn’t Learn in College

Sales rejection happens because, sales people never learned all the roles required to sell.  They have 3 role, marketing, selling and relationship development.  Most only market because they really don’t know the difference. 

If their marketing generates interest, they're lucky, but they can lose the prospect if they can't switch to the other two roles quickly.

If it doesn't generate interest, then they keep pushing, trying to convince, rather than approaching the situation differently.  They become a walking commercial and prospects want to change the channel i.e. get rid of them.  Problem is they kill their changes with this prospect for the future.

Learn how to avoid sales rejection.

Read the complete articlel at Sales Rejection – What You Didn’t Learn in College or

Watch my video presentation at C-Level Video Selling Tip 3 - Sales Rejection

C-Level Sales Training Tip 2 – The Prospect Seemed Interested, but the Sales Cycle Is Stalled

Sales have a beginning and an end, and you can adjust how much time is spent in between by making the right moves. Here's a common situation.  The prospect seemed interested.  Here's a tough resulting problem.  Nothing happens, phone calls are not returned and the sales cycle goes on and on and on.

Read what to do at C-Level Sales Training Tip 2 – The Prospect Seemed Interested, but the Sales Cycle Is Stalled

 

C-Level Sales Management - Who’s Ready for More Sales

The other day, a board member was lamenting on the poor performance of his company. So I said, "You should hire me to help your company get more sales." To which he replied, "Not right now, Sam. The timing's not right." So I said, "Timing?? Let me ask you, if you could get more sales, would that help your company's performance?" He of course said, "Yes."

 

So I ask you, and every other business person -- Is now the right time to seek help? “Yes it is.”  Why, because you need it. If you didn’t and you knew what to do, you would have done it, and more sales wouldn't be an issue

Reasons Management Doesn't Seek Help

 

I scratch my head daily and wonder why in this time of sales shortfalls most don't invest and seek selling help. In fact, it's just the opposite. All consultants are terminated. Marketing budgets are slashed. Prices are cut, and sales people and managers are laid off.

 

Here are some reason’s why and what to do about it at C-Level Sales Management - Who’s Ready for More Sales

Advanced Sales Training - 8 What-to-Do’s About Cold Calling

Cold calling is dead, but still kicking. It's not to say that cold calling doesn't work, but everyone will agree, it's highly inefficient and very demotivating.  Therefore, cold calling should go away, but it won’t.

 

 

I stopped at my Starbucks today and saw a vitamin or similar sales rep recruiting a new employee. So I wondered, 'How will the new recruit generate interest/leads that convert to sales?'  Well, I guarantee, cold calling will be her main thrust, at least initially.

 

 

We all need new customers, so what can we do? Cold calling, in one form or another, is our default tactic. It's what we do when we don't want to try, change, or venture into other prospecting tactics.

So since cold calling will not go away, let me help you with 8 strategies and tactics to make you more productive and less demotivated, if you and/or your bosses insist on cold calling.

 

 

Get the full story at Advanced Sales Training - 8 What-to-Do’s About Cold Calling

 

 

Advanced Sales Training Tips 1 - Leaders Make Decisions but You’re Stuck with the Subordinates

Advanced sales training teaches that leaders decide whether there will be any purchases or investments. They decide what level of spending they will make depending on the magnitude of the problem/s it solves or the expected revenue reward it yields.  They don’t decide based on price.

 

They also decide who the supplier will be.  They base their decision on whose product or service will do the most, with the least risk for them professionally and personally.

 

They delegate their subordinates to do all the investigations, bidding, and jawboning, but the leader makes the final call.

 

Executives listen to each other for suggestions and concurrence. Subordinates can be and are often dismissed.

 

Read more - What to do about this situation and the problems it causes at Advanced Sales Training Tips 1.

C-Level Selling - Asking Sales Questions Is Easier Said Than Done

Like you, I've been selling all my life and what I've learned is, asking good questions and listening effectively are the most powerful selling skills.  Unfortunately, the dynamics between sales people and prospects/customers, coupled with tension and old habits makes asking questions and listening very difficult to execute consistently. Yes, many of you will say, you ask questions and listen. However, I contend that most of you ask only cursory questions, listen superficially, and can’t wait to give their pitch.

 

Questioning has levels -- simple, intermediate and advanced. To reap the benefits of questioning one must be able to easily transition from the simple to the more advanced.

Effective listening involves understanding, which requires probing to truly comprehend what a person means by the words they speak.

 

So here are 5  tips on how to pull off these difficult tasks.  C-Level Selling - Asking Sales Questions Is Easier Said Than Done