Relationship Management

Want to better influence the sales process from beginning to end?  The secret lies in asking the right sales questions, not just talking about your product or service. Many salespeople believe that spending most of their time discussing and displaying their offerings is the best approach, but the truth is that telling is not selling.  Selling is about helping the other person understand why they need to pay you to achieve their goals or objectives. The most effective way to reach that point is to ask questions. Salespeople close more deals when they ask intuitive, probing questions based on customer…

“Whatever you do, do it well. Do it so well that when people see you do it, they will want to come back and see you do it again, and they will want to bring others and show them how well you do what you do.” - Walt Disney  Disney is known across the world for its exceptional customer experience (CX).  Boasting numbers such as a 70% customer return rate to its parks and the top retention rate across all streaming platforms at 78%, Disney stands out.  With an emphasis on the creation of “magical moments” for their customers, the…

Managing a field sales team comes with its challenges. Sales reps are out in the field for the majority of the day which means that for you as a field sales manager, you need to exhibit strong leadership and management skills that your reps will respond to even when you are not in constant contact.  96% of those who responded to the 2021 Second Nature Sales Coaching Survey said that effective sales coaching makes a massive difference in the performance of sales reps in the field.  Field sales managers know that having a detailed playbook to guide them through their…

How well you navigate your customer interactions can make or break a sale.  When you communicate well with your customers, you convey the value of your products persuasively. You're able to address any customer concerns empathetically and build rapport.  The better you are at tailoring communication, the more likely you are to close the deal.  One way sales teams can help reps refine these skills is through mock call exercises. These are simulated sales calls that allow sales teams to practice, hone their skills, and learn how to navigate potential challenges.  Let’s explore the role of mock calls in sales.…