Objection Handling

The sales process is laden with objections. View objections as helpful clues to closing the opportunity. Make sure to reflect the necessary changes in our sales plan and forecast status. Pay particular attention to objections that require functional modifications to your solution. Don’t shy away from objections, embrace them and collectively work with your CustomerContinue reading “Objection Handling”

What’s Happening

A common question that you need to be able to answer quickly in a positive manner per opportunity. Expect this question from the various internal resources that you are depending on to close the opportunity. The harder this becomes the less likely the opportunity becomes a win for you. The answers to this simple questionContinue reading “What’s Happening”

Internal Competition

Internal competition is formed when two separate market revenue sellable solutions have simultaneous customer suitability; and you are only compensated on one of the two solutions. Good topic to address with your manager and sales operations. Also an opportunity for you to improve your value proposition statement in order to remain competitive. Keep you skillsContinue reading “Internal Competition”

Effective Teamwork

Easier said than done, yet critical to your company’s continued success. Most folks understand “team”, but it’s the “work” that salespeople often skimp over. Work is time spent. Work with management to work on reasonable team goals that benefit all team members. Problems with team effort arise when not all members contribute equally; slippery slopeContinue reading “Effective Teamwork”