Brooks Group

JULY 11, 2023

To truly uncover what your buyers want and need, your salespeople must be experts in asking open-ended questions. Asking open-ended sales questions—and making an intention to listen to the response thoughtfully—allows your reps to connect with prospects and customers and gather the information needed to recommend the best possible solution.

Suppliers 80

Suppliers Decision-making Sales Sales Training 80

Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. When you focus your sales training on the right skills, you ensure your team is equipped for any selling situation. When you focus your sales training on the right skills, you ensure your team is equipped for any selling situation.

Sales Training 91

Sales Training Decision-making Sales Communication 91

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. 3 Types Of Sales Coaching Sales coaching generally falls into one of three main categories: tactical, strategic, and personal.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Brooks Group

MAY 24, 2023

Time To Persuade The first three steps of the IMPACT Selling ® System (Investigate, Meet, and Probe) revolve around understanding the customer. The purpose of the Apply step is to take everything learned in Probe and restructure it in a way that the customer understands. They wind up not asking enough of the right questions.

Value Proposition 80

Value Proposition Sales Training Construction Negotiation 80

Brooks Group

JULY 5, 2023

Sales conversations can be tough. But if you’re not asking the right questions and probing deeply , you’re only doing half the job. Sales conversation strategies are absolutely essential for achieving sales success. Research the customer and prepare a customized sales script.

Sales 52

Sales Sales Training Value Proposition Decision-making 52

Brooks Group

JULY 14, 2023

Now, instead of focusing on transactional sales, salespeople must be capable of building long-term relationships beyond the initial sale and maintain their standing as trusted business advisors to your customers. A consultative sales approach is the skill they need in order to do that. What Is a Consultative Sales Approach?

Sales 71

Sales Sales Training Brainstorming Communication 71

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. Yet many sales professionals overlook these opportunities, either preferring to stay in “hunter” mode or because they lack the sales training , skills, and coaching to get it done.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Brooks Group

FEBRUARY 16, 2024

Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. These are both good strategies, but the true differentiator is the sales professional and their emotional intelligence. EI is also the foundation of sales, and the gateway to all of that is empathy.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Brooks Group

JULY 14, 2023

I have been thinking a lot about sales questions lately also referred to as question-based selling. Overall, asking the right kind of sales questions empowers you to effectively understand your customers, tailor your approach, address objections, and guide the sales process.

Sales 52

Sales Sales Training Decision-making Prioritization 52

MTD Sales Training

NOVEMBER 26, 2019

Good discovery skills are essential if you are to reach the top level of retail sales : being recognised as a trusted advisor by your customers. We will discuss how to overcome the barriers some might people put up, and this will help you to have good sales conversations with more people every day. Transformational probes.

Retail 62

Retail e-Learning Sales Decision-making 62

Brooks Group

MAY 2, 2023

The process of tying up a sale doesn’t begin at the negotiation table after all the meetings have been had and solutions have been presented, but rather at the beginning of the sales process. Sales professionals must do everything in their power to create alignment with the customer’s buying agenda or process.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively.

Software 52

Software Software Decision-making Performance Review 52

Red Star Kim

MARCH 1, 2024

And we can ask questions Why are questions so important? Questioning skills) (kimtasso.com). That’s the nature of the often long and protracted sales cycles in professional services. Gently probe to learn how people plan to tackle a task. We can research their professional and personal interests.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

APRIL 10, 2018

Probing Questions. That's an interesting question, and one I'm happy to answer. The seller who asks the right questions guides the sale and wins the deal. Of course, you’ve got to be good at the fundamental questions to understand the customer’s current situation and the problems they want to solve.

Meetings 82

Meetings Decision-making Manufacturing Sales 82

Arpedio

FEBRUARY 27, 2024

In today’s rapidly evolving business landscape, sales strategies that focus solely on transactions are becoming increasingly outdated. As businesses strive to differentiate themselves and establish long-term success, the concept of relationship selling has emerged as a critical component of sales excellence.

Prioritization 52

Prioritization Communication Software Software 52

Miller Heiman Group

JUNE 10, 2020

As a result of the coronavirus pandemic, everything seems different, but sales fundamentals haven’t changed that much, if at all. Because every moment matters, foundational selling and questioning skills are more critical now than in the past. In this blog, we’ll take a closer look at the first three categories of the Big Six.

Decision-making 81

Decision-making Prioritization Sales Organization 81

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% So, how can you improve your sales skills?

Sales Training 132

Sales Training Sales Decision-making Communication 132

Brooks Group

APRIL 19, 2023

The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. There are plenty of things a sales professional can do to position themselves as a strategic resource and trusted advisor. Research shows that people decide if they want to work with a salesperson in 19-34 seconds.

Decision-making 82

Decision-making Sales Training Media Publishing 82

Arpedio

APRIL 3, 2024

Solution selling is a sales methodology focused on addressing the specific needs and challenges of customers by providing comprehensive solutions rather than simply selling products or services. What is Solution Selling? This involves highlighting key features, benefits, and differentiators that set their solution apart from competitors.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Brooks Group

AUGUST 28, 2023

If you haven’t already, it’s time your sales team abandons outdated “used car sales” tactics to reach their quota. So, sales organizations need focus on improving their sellers’ sales skills and strategic thinking abilities. Customers today have more information, more choices, and freedom.

Sales 61

Sales Suppliers Decision-making Sales Training 61

Brooks Group

MARCH 7, 2024

Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Sales professionals who practice consultative selling are more like trusted advisors than traditional salespeople. This makes it far more likely they will listen to you—and that you’ll make the sale.

Procurement 68

Procurement Management Decision-making Sales Training 68

Brooks Group

JUNE 12, 2023

Sales negotiation can be a source of dread for many sales professionals. With the right sales negotiation strategy & sales negotiation skills training, even this part of the sales process can remain warm and result in a mutually beneficial outcome for all parties. How does that translate to your business?

Negotiation 61

Negotiation Sales Decision-making Suppliers 61

MTD Sales Training

JULY 26, 2016

You’ve probably been on courses where you’ve discussed the different types of questions that are available to you. You’ll have heard of open questions and closed questions. You’ll be familiar with probing questions and possibly leading questions, too. Have I probed enough? Happy selling! Sean McPheat.

Suppliers 48

Suppliers Construction Sales Training Sales 48

MTD Sales Training

APRIL 12, 2016

No doubt you have been on those sales courses that discuss asking questions to get information from prospects and customers. You may even have a suite of quality questions in your armoury that you roll out whenever you need to dig deeper and analyse the situation more closely. This is one of my favourites. Happy Selling!

Sales Training 48

Sales Training Sales Management 48

PandaDoc

FEBRUARY 9, 2021

A tire kicker is someone who will drag the sales cycle on. Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy. But, in sales, schmoozers can be losers. 3 tips to accelerating your sales process.

Decision-making 111

Decision-making Profitability Advertising Negotiation 111

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. At the same time, deals take longer to make their way through the sales process than they used to. In a dynamic and competitive world, sales efficiency is paramount. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Red Star Kim

JUNE 24, 2022

We have to learn to ask questions. Maybe we don’t care about the other person enough to probe when it appears that their spoken words are at odds with what our eyes are seeing in their non-verbal communication. When you look at most sales models you will see these core principles – the need for empathy and listening.

Emotional Intelligence 130

Emotional Intelligence Negotiation Communication Leadership 130

Hubspot Sales

OCTOBER 29, 2017

You know what tips buyers off that the email they're reading is a sales pitch? "Hi, Hi, my name is Jane Doe, and I'm a sales rep at Company.". Email opening lines that use questions. Email opening lines that use questions. There's nothing quite like a question to get the prospect talking. That'll do it.

Value Proposition 111

Value Proposition Media Sales Organization 111

Brooks Group

APRIL 5, 2023

This can happen to salespeople and sales leaders in a tumultuous selling environment just as easily as it can happen to a pilot during a mid-flight emergency. Imagine your sales team is having trouble closing deals in late stages. As a manager, you need a strong mental model of what good sales behavior looks like.

Sales Training 86

Sales Training Decision-making Sales Environment Onboarding 86

Brooks Group

FEBRUARY 28, 2023

Why Should You Consider Virtual Sales Training Programs? The shorter time frame allows for faster concept adoption, ultimately leading to better sales performance. Virtual training programs are typically interactive and structured, with modules covering sales fundamentals.

Sales Training 52

Sales Training e-Learning Sales Digitalization 52

Hubspot Sales

MAY 25, 2018

Sales leaders and businesses are paying a hefty price for not developing the selling skills of their people. There are so few in sales who are truly professional sellers. Probably the most common and damaging driver of salespeople being perceived and treated simply as vendors is being late to a sales opportunity.

Publishing 111

Publishing Decision-making Sales Management Sales Environment 111

Arpedio

MARCH 6, 2024

Rather than solely focusing on sales transactions, account management emphasizes building trust, understanding client needs, and delivering tailored solutions to drive long-term growth. It’s crucial to distinguish between sales and account management.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Hubspot Sales

DECEMBER 3, 2017

Probe into their reluctance. Show her you’re worth his time and pique her interest with an insightful question or suggestion. Earn more credibility with a few relevant questions grounded in research and you might wrap up the conversation by scheduling another meeting. Responding to "Call Me Back After the Holidays.

Meetings 101

Meetings Negotiation Sales 101

Hubspot Sales

AUGUST 12, 2020

And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Whether your sales process relies on inbound leads or targeted outreach, whether you’re a big company or small, whether your sale is complex or simple; inbound sales is relevant. What is inbound sales?

Sales 135

Sales Decision-making Healthcare Value Proposition 135

Brooks Group

MARCH 27, 2023

Sales conversations can be tough, but with a little practice, you’ll be closing deals in no time. Sales conversation strategies are absolutely essential for closing more deals and achieving success in sales. The last thing you want to do is accidentally give your well-crafted sales pitch to the wrong person.

Sales 52

Sales Sales Training Communication Decision-making 52

Arpedio

MARCH 27, 2023

4 Sales Methodologies That Will Maximize Your Sales Success ← Back to blog Are you looking for the best way to engage with customers, boost team performance, and close more deals? By adopting the right sales methodology, you can unlock your sales team’s full potential. What is a Sales Methodology?

Sales 52

Sales Account Management e-Learning Decision-making 52