By Kelly Riggs | Sales + Leadership
The biggest mistake salespeople make is in failing to think about and prepare for the sales call. Since every sales call is different — the introductory call, the discovery call(s), the presentation call, follow-up calls, negotiation calls, and so forth — it stands to reason that a salesperson should be uniquely prepared for that call.
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By Kelly Riggs | Sales + Leadership
I think the idea of a “born salesperson” is exactly what keeps companies (or specific managers) from training their salespeople and improving performance. After all, if salespeople are “born” to be salespeople, and will be successful simply because they were born to that role, why would you need to train them? And that’s what people say: Salespeople are “born, not trained.” Which is the absolute worst excuse imaginable for failure: “S/he is just not a born salesperson.”
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By Kelly Riggs | Sales + Leadership
The odds are really good that many of your salespeople are ineffective in presenting a product or service solution to your customers. But you probably have no idea just how bad. They keep telling you it’s the customer, or the marketplace, or your prices are too high, or the leads suck or some such nonsense, and the reality is they simply aren’t very good.
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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.
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