By Kelly Riggs | Sales + Leadership
Some of your salespeople are guilty of losing customers because they’ve not been taught critical selling skills. And I’m not talking about the salespeople who go out in the field and actually sell your products or services. I’m talking about all of the other “salespeople” in the building.
Continue reading
By Kelly Riggs | Sales + Leadership
Why Are You Asking the Prospect to Get Married on the First Date? Untrained salespeople are incredibly predictable. Example: SalesPerson bumps into a prospect. They mention a need. What does SalesPerson do? They go immediately into a product demo. More to the point, that prospect might simply express a vague interest in the company (“So, […]
Continue readingBy Kelly Riggs | Sales + Leadership
Immutable means “not subject to change,” which means that results have always been, and will always be, the barometer of success in business. Not those things you intended to do, or hoped to do, but what you actually accomplished. Those results may not be only financial, of course, but the principle holds. Success in not promises of performance. Not excuses for a lack of performance. It is performance. Period. The problem is that so many salespeople want to reinvent reality.
Continue reading