Complete Story
10/14/2024
028. You Can Always Sell More! How to Strengthen Your Sales Team’s Selling Skills and Competitive Market Positioning (morning)
Instructor: Jim Pancero, CSP, CPAE
Level of Complexity: Intermediate/Advanced
9:00 AM - 12:00 PM
This interactive program will show you, as the leader of your team, the selling skills you most want and need within your reps for success in today’s hyper-competitive selling environment. You will learn the evolution of selling explaining why so many of your senior sales reps are still stuck in outdated and ineffective selling philosophies. We will discuss the selling skills you most value in the next sales rep you hire. You will learn the five most critical selling skills (in addition to product knowledge) your team needs to achieve long-term selling success as well as the ten steps you can follow with your team to help them communicate a stronger response to a customer asking “Why buy from you?”.
A detailed workbook/action guide will be provided to help you take these ideas back to share with your sales team that includes a twenty-question evaluation of a sales rep’s selling skills.
Learning Objectives:
- Aimed at experienced sales managers and senior executives, this interactive program will first cover what skills you most want in the next salesperson you hire, and why these skills are so critical to your competitive selling advantage.
- Will also cover the five top selling skills you need in a sales professional. Each skill is reviewed in depth with emphasis on how to measure this skill within your current sales team and ideas on how to build this skill in your team.
Bookstore
Selling Through Tough Times
Paul Reilly
As a sales professional, you know that it’s harder to sell in tough times―whether it’s a recession, industry-wide challenge, or global pandemic. You may also have noticed that some salespeople and managers not only survive but thrive through tough times. How do they do it? What do they do to thrive through adversity?
Paul Reilly explains it all in Selling Through Tough Times: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this eye-opening and indispensable guide, he shows how to develop the right mindset and adapt your skills to prevail in even the most challenging selling climate. His plan includes both immediate, hands-on action plans (including six Daily Mental Flex activities) as well as longer-range strategies to ensure you (and your team) never get caught on the back foot again.
While the principles of selling are constant, Reilly demonstrates how changing your tactics in tough times will not only help you through current difficulties but help you emerge stronger. You’ll discover how to redefine value in customer terms, reposition products and services, and how employ different persuasion tactics. You’ll also learn how to select and pursue the right opportunities, win more deals, and―crucially―protect profit by embracing the “tough timers” mental attitude.
Tough times are inevitable and often unpredictable. But in Selling Through Tough Times, you’ll find the tools and mindset you need to power through them―and come out on top.
Visit www.ToughTimer.com and complete the 30-Day Tough-Timer Challenge.
