Understand your value proposition at all times. Your value includes your product, company, and then you. Keep improving all three phases and your value proposition becomes more persuasive. Right answers are created.
Category Archives: Sales Training for Engineers
Set Priorities
Things get done based on priorities. Know your priorities, the first one is close the deal asap in a pushy but respectful manner towards others. Retiring your quota should drive you to a positive outcome.
Customer Value
Without Customer’s your sales plan is worthless. Always ask your self these two questions: Why would a customer want to meet with me? Would I buy what I am selling if I knew what I know? Stay focused on improving your perceived value to your Customers and your sales plan will continue to grow inContinue reading “Customer Value”
Golden Moments
The sales process is full of uncertainty, surprises, and golden moments. These moments are what define your attitude to keep going and never quit. They can happen at any time under any circumstances, so keep the faith in your sales plan and continually make the necessary adjustments, review them with your manager, and enjoy theContinue reading “Golden Moments”
Stay Positive
Your sales performance will get dragged down if you focus on negative thoughts. Your goal is to retire your quota within your fiscal period and then find ways to exceed it. If you lose an opportunity find out why and apply that lesson to other opportunities. Don’t dwell in defeat, learn from it and moveContinue reading “Stay Positive”
Budget Cycles
You need to understand your Customer’s budget cycles. There are four (4) ingredients that you need to understand: When does the planning phase start When does it get approved When can it be spent Can budget allocations be extended to the next cycles This will dictate the timing that your sales plan needs to win.Continue reading “Budget Cycles”
Solution Benefits
Do you know why people wear boots when it is cold and wet outside? Think about this for a second or two. Aside from stylish reasons, people buy dry and warm feet not boots. Warm and dry feet are direct “benefits” of wearing boots when it is cold and wet. People will focus on theContinue reading “Solution Benefits”
Solution Positioning
Understanding how to position your solution in the market and against the competition is essential to your success. Do the research and understand your situation better than your competition. The more you understand the better are your odds of winning, but you need to move fast at all times. Understand your internal success process andContinue reading “Solution Positioning”
Sales Plan
Build your sales plan and keep it current by periodically reviewing it with your manager and other resources that your sales plan depends on. It’s important for your sales plan to be reflected in your forecast to your manager with a set of resources required to win your opportunities. Stay focused on a rolling 90-30-7-1Continue reading “Sales Plan”
Market Analysis
It is important for you to understand your market’s sweet-spot and to dedicated time in order to remain current. The market is like the ocean it’s a bit unpredictable and it’s not afraid to blaze new trails without your permission. The market determines what your product sells for and what Customers are willing to payContinue reading “Market Analysis”