Do you remember the good ole days when sales managers used to just sit back and wait for their salespeople to come into their offices and ask for help? Maybe they needed the old veteran to come in and nail down the close. Well, we all know you just can’t do that any more. Sure, that would put a few more sales in the win column (in the short term). But in the long term what are you creating? Nothing but needy, dependent salespeople without an ounce of personal selling confidence. Show your sales people HOW to prospect, HOW to set appointments and HOW to close sales makes your job easier and everybody’s paycheck fatter.
The Questioner’s Art
Today we look at one of the nuances of the SPIN questioning model. Its the forking paths dilemma: During a sales call, you uncover a buyer problem that has multiple implications, some of which lead, in turn, to further implications
To Coach, or Not to Coach?
To coach, or not to coach: that is the question.
Coffee is for Closers….and for Coaches
You’ve likely watched the iconic scene from David Mamets Glengarry Glen Ross where Blake, a young hotshot from downtown with an $80,000 BMW and a holier-than-thou attitude, browbeats a room full of downtrodden salesman.