McKinsey Quarterly: A quick discussion and resolution to a common question- How do I quickly and effectively change my sales process throughout my entire organization? As many sales leaders know, getting every salesperson to adopt a common process is a painful venture, now imagine trying to do it immediately, without “phasing it in.”
These are very valuable bits of advice. My favorite, “Silence After,” which I taught to my salespeople as, “shut up!” is probably the most important, especially in transactional selling. This article was originally posted on changingMinds.org – Justin
This article, originally posted on sideroad.com, is a very nice and brief read offering sound advice to those aiming to elevate from a typical “order-taker,” to a professional salesperson.
It’s the beginning of the semester and what better time to catch up on the basics of selling. This article highlights modern best-practices for sales. Regardless of your personal or organizational “buy-in” of this road-to-sale, this article most is assuredly a blueprint of the foundation on which your known methods were built.
Everyone having anything to do with sales should be intimately familiar with these seven steps, if not for your own practice, but to better understand the approach of those trying to close you.
This article will be discussed during the next organizational meeting of the BSC.
This is an article originally posted on salesandmarketing.com. It’s an excellent reminder for frontline salespeople to focus on selling during a downswing, rather than the external reasons for decreased sales.