Sales representatives! Stop, look, listen! This applies to consultative selling situations. It’s OK asking clients about their needs, but the whole reason you exist is to offer different perspectives, to help clients see possible alternative solutions and encourage them to think at a different level. Source: MTD Sales Training, October 26, 2018. Link. As the emphasis is put … [Read more...]
22 ways to critique your customer interactions
Since most animal health pros are in the business of creating or enabling transactions, then the sales meeting description used in this headline can be more universally understood as interactions. Sean McPheat relates being asked the question, “. . . what do you do after a sales meeting that ensures the next one will be even better?” Source: MTD Sales Training, February 12, … [Read more...]
Gut check for sales managers
Sean McPheat offers sales managers eight quality questions to ask themselves. The questions will help them concentrate as they seek to maintain a semblance kind of control and bring about the results for which they are responsible. Use McPheat’s questions to produce insight into whether you spend the right amount of time on tasks and responsibilities that are most important to … [Read more...]