Tag: sales training

Sales Effectiveness Sales Gift #5: Securing Commitment An effective closing involves: - recap of needs and benefits - articulation of plan, investment, and timeframe - calculation of delay/inaction opportunity costs - risk identification and mitigation - pace and patience; no shortcuts - empathy for hesitancy and doubts - resolution of final concerns - relentless focus on the goal

Sales Effectiveness – Gift #5
Securing Commitment

Fifth in our series of sales effectiveness tips is Securing Commitment. After demonstrating value comes earning the client's wholehearted commitment. Why wholehearted? Because lasting success requires their engagement and advocacy, especially if their decision may face internal resistance. Related Insights Sales Gift #1 Sales Gift #3 Sales Gift #2 Sales...
Sales Effectiveness Sales Gift #4: Prove Your Mettle A clear, compelling value proposition starts with: - solutions effective in similar circumstances - case studies and examples of relevant work - subject matter experts with first-hand experience and insights - customized approach to addressing the need - client testimonials and endorsements - industry research and analysis

Sales Effectiveness – Gift #4
Prove Your Mettle

Next in our series of sales effectiveness tips is Prove Your Mettle. After qualifying and confirming a client’s need, the next step is demonstrating qualification to meet that need. Below are a few prerequisites for a compelling value proposition. The Kormac Group meets clients at their point of need with...
Sales Effectiveness Sales Gift #3: Qualify the Need - confirm urgency - define, articulate, and quantify - establish scope, size, and range - understand decision process and culture

Sales Effectiveness – Gift #3
Qualify the Need

Next in our holiday series of sales effectiveness tips is Qualification of Need. After listening and establishing credibility with the client, the next phase of relationship development requires thorough investigation of client needs, expectations, and motivation. Ideally, this exploratory process engages both buyers and authorizers to qualify the need. Related...
Sales Effectiveness Sales Gift #2: Establish Credibility - arrive early and prepared - listen and question with empathy - be brief, direct, candid, and clear - handle objections with grace - know your limits - respect their schedule - prioritize the relationship

Sales Effectiveness – Gift #2
Establish Credibility

Sales is the watchword this winter, so we’re continuing our series of sales effectiveness tips as holiday gifts to our network. Beyond listening as a superpower, here are critical ways to establish credibility during the sales process. Related Insights Sales Gift #1 Sales Gift #4 Sales Gift #3 Sales Gift...