Comments on: Free Tickets to The Art of Sales in Calgary http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/ OUTSELL YOUR COMPETITION by Harnessing 'Trigger Events' to get in front of the right person at EXACTLY the right time Tue, 06 Jan 2009 19:27:25 +0000 http://wordpress.org/?v=2.6.1 By: Action Selling Sales Training http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/#comment-638 Action Selling Sales Training Fri, 21 Nov 2008 16:10:47 +0000 http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/#comment-638 Sorry I missed it. That would have been good to attend. I can offer this. Here are five critical selling skills to sales success. Sales professionals should focus on mastering these skills. 1. Buyer/Seller Relationship What are the sequential decisions that customers make that lead to a sale? How can we impact those decisions and do it in the right order? Yes, there is a buying-decision process. When sellers manage the sales process so it is in sync with the buyer's process, they are able to differentiate themselves from their competition and walk arm-in-arm with their customer moving towards a sale. Today, only 18% are able to differentiate from competition and drive greater sales and margins. 2. Sales Call Planning Results improve dramatically when salespeople stop winging it and learn to use a consistent, proven sales call planning process. Action Selling is such a process. For example, the most frequent mistake that salespeople make is the failure to have the right sales call objectives. Fixing this problem has an immediate effect on the performance of 99% of salespeople. Effective sales call planning provides your sales force with a road map to follow helping them to consistently gain commitment and earn more of the customer's business. 3. Questioning Skills Effective selling is all about asking, not telling. Learning how to Ask the Best Questions at every stage of the sales process gives your sales force the foundational skills that build stronger relationships and true loyalty with customers. Only 14% have well-developed questioning skills. Salespeople continually leave business on the table and miss opportunities to deliver quality service to your customer. 4. Presentation Skills Great sales are not born from great standardized product pitches. A lot of money is left on the table when presentations aren't crisply focused on solutions to previously agreed upon needs. Learn to focus company and product presentations on customer solutions and be part of the 5% that do this well. 5. Gaining Commitment No sales call is successful unless the customer commits to take some action that will move the sales process forward. It is shocking to learn that only 38% of salespeople actually ask for commitment. Even fewer are able to handle stalls or objections. Salespeople should know how to handle every situation and be confident in asking for commitment smoothly and consistently. Look us up for more answers to sales success. Thanks Sorry I missed it. That would have been good to attend.

I can offer this. Here are five critical selling skills to sales success. Sales professionals should focus on mastering these skills.

1. Buyer/Seller Relationship

What are the sequential decisions that customers make that lead to a sale? How can we impact those decisions and do it in the right order? Yes, there is a buying-decision process. When sellers manage the sales process so it is in sync with the buyer’s process, they are able to differentiate themselves from their competition and walk arm-in-arm with their customer moving towards a sale. Today, only 18% are able to differentiate from competition and drive greater sales and margins.

2. Sales Call Planning

Results improve dramatically when salespeople stop winging it and learn to use a consistent, proven sales call planning process. Action Selling is such a process. For example, the most frequent mistake that salespeople make is the failure to have the right sales call objectives. Fixing this problem has an immediate effect on the performance of 99% of salespeople. Effective sales call planning provides your sales force with a road map to follow helping them to consistently gain commitment and earn more of the customer’s business.

3. Questioning Skills

Effective selling is all about asking, not telling. Learning how to Ask the Best Questions at every stage of the sales process gives your sales force the foundational skills that build stronger relationships and true loyalty with customers. Only 14% have well-developed questioning skills. Salespeople continually leave business on the table and miss opportunities to deliver quality service to your customer.

4. Presentation Skills

Great sales are not born from great standardized product pitches. A lot of money is left on the table when presentations aren’t crisply focused on solutions to previously agreed upon needs. Learn to focus company and product presentations on customer solutions and be part of the 5% that do this well.

5. Gaining Commitment

No sales call is successful unless the customer commits to take some action that will move the sales process forward. It is shocking to learn that only 38% of salespeople actually ask for commitment. Even fewer are able to handle stalls or objections. Salespeople should know how to handle every situation and be confident in asking for commitment smoothly and consistently.

Look us up for more answers to sales success.

Thanks

]]> By: Afftab Pervaiz http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/#comment-290 Afftab Pervaiz Fri, 29 Aug 2008 12:14:23 +0000 http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/#comment-290 I have seen Keith present in the past, and he is very good. Appreciate if you can put my name into being drawn to win some tickets. I would definitely make the trip out to Calgary to see all the attendees that day. Regards, Afftab Pervaiz I have seen Keith present in the past, and he is very good. Appreciate if you can put my name into being drawn to win some tickets. I would definitely make the trip out to Calgary to see all the attendees that day.

Regards,
Afftab Pervaiz

]]> By: Sales Training http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/#comment-280 Sales Training Wed, 27 Aug 2008 00:50:13 +0000 http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/#comment-280 That is an great offer, Craig. I'll pass the word. -Skip Anderson That is an great offer, Craig. I’ll pass the word.

-Skip Anderson

]]> By: Brad Trnavsky - Sales Forum http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/#comment-263 Brad Trnavsky - Sales Forum Sun, 24 Aug 2008 18:18:36 +0000 http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/#comment-263 What a great opportunity Craig. If I run across anyone in the area I'll make sure to pass on the information. I too am a BIG fan of Jeffrey and read his "Sales Caffeine". What a great opportunity. I hope you enjoy it! -Brad What a great opportunity Craig. If I run across anyone in the area I’ll make sure to pass on the information. I too am a BIG fan of Jeffrey and read his “Sales Caffeine”. What a great opportunity. I hope you enjoy it!

-Brad

]]> By: Sales Training http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/#comment-250 Sales Training Tue, 19 Aug 2008 23:42:30 +0000 http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/#comment-250 This is an excellent promotion. And it sounds like there is a ton to be learned at this conference. And I agree, the speakers are great. -Skip Anderson This is an excellent promotion. And it sounds like there is a ton to be learned at this conference. And I agree, the speakers are great.

-Skip Anderson

]]> By: Nesh Thompson | Sales Performance http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/#comment-246 Nesh Thompson | Sales Performance Tue, 12 Aug 2008 08:28:05 +0000 http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/#comment-246 What a fantastic offer Craig. I'm a little disappointed that due to geography I won't be able to attend. I wonder, are there any plans to record or transcribe the event at all? What a fantastic offer Craig. I’m a little disappointed that due to geography I won’t be able to attend. I wonder, are there any plans to record or transcribe the event at all?

]]> By: Ian Brodie | Professional Services Consultant http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/#comment-245 Ian Brodie | Professional Services Consultant Mon, 11 Aug 2008 21:32:54 +0000 http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/#comment-245 Sounds like a great event Craig - I'm an avid reader of Jeffrey's books and his Sales Caffeine newsletter. Have fun, Ian Sounds like a great event Craig - I’m an avid reader of Jeffrey’s books and his Sales Caffeine newsletter.

Have fun,

Ian

]]> By: Karl Goldfield - Sales Trainer http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/#comment-243 Karl Goldfield - Sales Trainer Thu, 07 Aug 2008 03:27:04 +0000 http://www.shiftselling.com/2008/08/06/free-tickets-to-the-art-of-sales-in-calgary/#comment-243 Wow, what a great opportunity. If anyone in my network will be around there at that time, I will send them over. Wow, what a great opportunity. If anyone in my network will be around there at that time, I will send them over.

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