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It’s about uncovering the full problem the buyer has and then matching that need with the right solution. Doing that consistently leads to lasting relationships and demolished quotas. Great. But to do that, you have to understand what the outcome the buyer wants, both from a professional and personal lens. Read the full article at: www.linkedin.com 
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Scoop.it!
Vegetarian salespeople are under the delusion that prospects will call them. Instead of interrupting prospects they wait to be interrupted.
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While the first days and weeks of a salesperson’s time at your company are critical, it’s no secret that sales on-boarding remains a huge challenge for many businesses.
Ann Zaslow-Rethaber's insight:
Business brokers tell us that the highest percentage of new business failures occur in the restaurant business.
And within any organization, numbers consistently show that the highest fall out rate within the first 90 days occurs within sales roles.
So it stands to reason that the area that would most benefit from a very strategic, well thought out on-boarding process would be sales teams.
However, MORE THAN HALF of US based companies report that they do not have an effective on-boarding process for their sales team.
With the cost of interviewing, hiring and training new sales reps so high, and the cost of an open sales role impossible to retrieve, why is putting together an effective on-boarding program for new sales hires so daunting, that so many companies just choose to cross their fingers, and hope for the best?
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In this article, I reveal our 12-step, proven formula for converting audiences into cash. In fact, we know it to be the most effective way to get new customers short of selling one-to-one, which is not scalable.
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The concept of virtual selling isn't new, but it took off in recent years as remote work expanded exponentially during 2020. It's no wonder that modern business is an increasingly remote affair. With employees scattered across different time zones and fewer meetings to facilitate face-to-face interactions. Read the full article at: www.videoform.com
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Who is the “right” sales talent in today’s business environment? The modern buyer is drastically different and the buying cycle has changed significantly as well. As buyer expectations and demands shift, sales professionals must master new sales methodologies such as social selling and digital selling in order to keep up.
Finding these people can sometimes prove to be a challenge. These three tips can help you discover the talented salespeople you need on your sales teams to ensure sales growth.
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When you think about it, closing a sales deal and scoring a job offer really aren’t that different from one another.
In both cases, you have to identify the right contacts, thoughtfully reach out to them and convince them that you, above all others, are the right person to help them solve their problems. The only difference is, while salespeople pitch prospects on a product or service, job seekers are pitching prospective companies on themselves as a candidate.
Read on to learn 8 sales techniques that can and should be applied to your job search.
Ann Zaslow-Rethaber's insight:
Theoretically, compared to engineers, accountants, etc., sales people should do the best in interviews, because of the skill sets they posses.
When you think about it, an interview is no different than any other sale, other than the fact that you are selling yourself.
However, after recruiting sales people for 25 years now, I can tell you that many professional sales people throw their sales knowledge out the window when interviewing.
This is a terrific article that highlights the sales techniques that every professional sales person should already be proficient at, with a gentle reminder to employ those techniques during your next interview.
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I promise that it is almost NEVER about price.
But, if it is, here is what probably went wrong. You jumped to what you were selling instead of focusing on the issue they needed to solve.
You failed to engage the customer in a discussion about their past experiences in similar projects.
Ann Zaslow-Rethaber's insight:
NEEDS ANALYSIS.
Two words that should be the the basis of a good salespersons delivery, and yet the vast majority fail to do it .
Think about your consumer experience, and how often a sales person will lead with the price, prior to doing a true needs analysis.
This is a terrific article that highlights that when someone is looking to make a purchase, it is about a NEED, and they will make their buying decision based on fulfilling that need .
Rule #1...NEVER ADDRESS PRICE, UNLESS PRICE IS AN ISSUE!!.
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