Digital Selling and Sales Training Journal

   How to really close a sale is about getting the prospect to take action now. This requires them to give you a yes commitment and agreeing to sign any necessary paperwork. Some salespeople find closing a sale to be stressful, however with the right skill, mindset, and techniques it does not need to be. TO CLOSE A SALE, YOU NEED TO DEFINE THE NEED Defining the need Closing a sale with a prospect is a lot easier when you both take a learning pathway to understand the exact problem, situation, and expectations. The more information you can uncover, the better. The prospect has to come to see your solution as the fix to their problem and then take the steps to get the benefits they envision. On an emotional level if you are able to make them feel that they need it, you are closing the gap between where they are now and the future. Your role as salesperson is to get acceptance that what you are proposing has more value than the cost of other alternatives. To really close a

What are sales skills training and techniques as they apply in the modern sales process? Like everything else about business, sales methods change on a regular basis. The way that we sell and reach customers will naturally reflect changes in our methods of communication and our technologies. The history of sales over the last several decades has changed dramatically, but the most dramatic changes have come since the advent of the internet and web-based advertising. Plus, the trend towards globalization means that we have to consider ways of communicating with others who may have very different needs than the customers we have worked with before. Customers have changed as well. Today, we as customers expect immediate, convenient, individualized service. If one organization doesn’t provide it, chances are we have another choice to turn to. So, understanding customers is vital to overcoming the competition and learning what it will take

  Sales techniques examples for an ever changing world to which all salespeople now find themselves selling into. We know that sale success is a based on two main things, hard sale skills, like product knowledge, and soft sale skills, which are harder to define. There is no doubt that selling today is highly competitive. Customers are more demanding than ever and even getting their attention is a huge challenge. Advancements in technology have made it so that customers can buy the products they need without you, or they can buy them from someone else without ever even leaving their office. So, every salesperson has to try to differentiate themselves. This means the needs and goals of any sales professional should be secondary to the needs of the customer. But first, maybe a good starting point to is try and define what sales means today. What Is Sales? Selling means exchanging value for value. The basic rule of selling is that people do not buy products; they buy benefits

Selling techniques are a moveable feast, to keep pace with the dynamic change in the selling environment as digital channels overtake traditional B2B sales methods. The role of a salesperson is to be effective, so your sales activity facilitates the decision making for the customer.  To do this, you must be able to. Open meaningful conversations with a customer. Understand the business issues of the customer. Help customers to understand these issues. Build an effective solution. Link your solution to the identified issues. Change Your Mindset in your Selling Techniques Before you work on your selling techniques, consider changing your perception of what it means to be in sales today. Sales techniques are not about picking up the phone or sending LinkedIn messages to people you know nothing or little about. Selling is about the exchange of real value, if you have real value to offer so

Sales challenges facing salespeople have been greatly increased due to remote selling, the hard to reach buyer plus the impact of social media on the sales process. Today more than ever, the balance of power is in the hands of the buyers. Access to endless amounts of data, information and channel alternatives has reduced the impact a salesperson can make, and it is changing how salespeople go about selling. The sales challenges to keep up with shifting buyer preferences which are now heavily influenced by digital data means that salespeople need to engage with customers on their preferred channels. And they need to come prepared to have meaningful conversations, share insights and put concern for the customer above their own self interests. The Sales Challenges in Prospecting. Sales prospecting in the modern sales environment is not an easy task. It involves quite a bit of effort kick start a sales conversation with a prospect and t

Sales Techniques Training Courses : Too many sales training courses fail to grasp the fundamental aspects of selling, the sales techniques at the very core of how we sell – generating conversations and commitments with buyers. This lack of understanding has the knock-on effect of much of the training course content being forgotten soon after the sales course is over. These sales techniques training courses miss the target in helping salespeople to build the necessary sales skills to open more opportunities and close more deals. So, it’s important that the course material covers how to open and develop meaning sales conversations alongside the sales tactics required to progress a sale to conclusion. If these types of sales techniques need improving in your sales toolbox, our online sales training courses can help improve how you sell. Close More Sales by Opening More Conversations with Buyers Even with the advent of the Sales 3.0 or Digital era, selling still pivots on havi

Sales Techniques : Sales techniques are many as they are varied. They can be as much psychological as functional when it comes to engaging customers. In a heavily influenced digital sales world where inbound leads seem to rule the roost, lots of valid sales techniques have been overlooked. Collaborate to uncover sales opportunities. Successful selling is about 54% listening to 46% talking. On a sales call or in a sales meeting, measure the switch rate, this is the rate at which each party takes turns listening and then talking. This sales technique allows for the flow of information to be two-way. Become skilled at active listening so each side can work together to help find the solution that best meets their needs. To ensure the switch rate runs smoothly, a list of discovery type questions should be deployed with the added benefit of finding out if any sales opportunity does exist. To ensure collaboration, they discovery questions should be prepared in advance. Examples inc

Effective Sales Technique Tips Sales technique tips that are effective in helping you raise your selling game. What salesperson couldn’t use an arsenal of sales tips to improve their selling technique?. Selling is a simple endeavor, too many sales coaches try to complicate it with lots of “conventional wisdom”, whereas in reality, most advice will never help you make that sale. After discussing this topic with some of the leading minds in actual sales performance we have produced this concise list of effective sales techniques that really do work. 1. Challenge the Buyers Status Quo. It is about how you sell, not what you sell, you need to teach prospects something new and valuable. Don’t be afraid to challenge the prospect on their views or ideas. You see, every sales has an end – the prospect will choose either you or your competitor. However the real truth is that those are not the only two end points. There’s another option – no decision, which is chosen all too often by