Time to Make Selling FUN Again!

I still can’t figure out why most of the sales training that’s being offered today is geared toward teaching people to sound the same as “everyone else.” Back when I was a salesperson, I wanted to do everything in my power to differentiate myself from the competition, rather than just commoditizing my company’s value proposition with industry buzzwords.

The real challenge sellers face on a daily basis is less about defining the sales process, and instead, has more to do with figuring out “HOW” to execute more effectively. Things like, How can you penetrate more opportunities?  How do you compete for and get mindshare from key decision makers in important target accounts?  How can you create a sense of urgency, and How can we cause skeptical customers to "want to" share information with a salesperson they don’t yet know or trust?  Also, How can you increase your Return On Invested Sales Effort, and secure an ‘unfair’ advantage over the competition? Ultimately, the goal is understanding How to close more deals, at higher margins, in reduced time and with less effort?

Ironically, the effectiveness of the individual salesperson has become increasingly more important than the products they sell or the company they represent. All you have to do is glance around your industry and you will quickly notice that some salespeople are more effective than others, selling the same types of products to the same target audience.

“There is a problem in the world of sales training where it has become VERY unclear as to the most effective programs given all the newcomers and the amount of conflicting information floating around the marketplace.”      -T . Freese

Honestly, you don’t need me to come in and tell your salespeople that Step 1 in the sales process is to Identify New Opportunities, Step 2 is to Uncover Needs, Step 3 is to Qualify, and so on. They already know this, and so do your competitors. What sellers really want to know is simply How to execute more effectively.

Especially in this new economy, it’s exciting (even FUN) to discover that a few small adjustments in strategy can produce a significant upside in results. That’s where Question Based Selling (QBS) comes in. Strategic questions are the key to becoming more effective in today’s marketplace. Trust me, I wrote the book on it!

We’re here when you’re ready to boost your results!  Let us know how we can help.