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Objections – No, They’re Not Great Buying Signals

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No matter how good you are at selling, objections will arise. Some occur because the customer needs something that you cannot provide. They want a 12-month service contract and your company only offers one for 6 months.

It is also true that some objections occur not because of what you are selling but because of how you are selling. For example, a great way to generate objections is to jump in and starting talking about a solution before you have a comprehensive understanding of the customer’s problems.

Have you heard that objections are good because they indicate buyer interest? This is an untruth floating around in the Sales world – objections are not buying signals. They are barriers, concerns, and problems that need to be prevented and/or handled skillfully.

So let’s take a look at three best practices for dealing with objections.

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Improve Sales Training – Flip It

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Recently we came across an article about an innovation in our public schools that is getting a lot of buzz – Flipping.

The idea is simple: by using technology, students spend time at home getting up to speed on a given area of knowledge, then instead of lecturing from the front of the room, the teacher spends time in the classroom floating from table to table as the students work on exercises that apply the knowledge they studied before class.

The article took me back to when I was doing some research using Flander’s system of behavioral analysis for observing classroom instruction in public schools.  The major finding of which was that 70% of the teachers spent 70% of the time talking.  So given that population, there is indeed some time available to flip.

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Sales Paradox – Sales Reps Don’t Use Stuff That Works

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Best Choice

Ed. – Dr. Richard Ruff holds a Ph.D. in Organizational Psychology and has spent the last thirty years designing and managing large-scale sales training projects for Fortune 1000 companies. He is the co-author of three books and developed a new generation of sales training programs called Sales Momentum. In 2011 he launched a new company – Sales Horizons – to create sales training programs for mid-size and small companies. We welcome Dick to The HUB.

Each year companies spend a lot of time, money, and effort implementing sales training and sales coaching efforts to help their sales team learn new sales methodologies and processes.  There is some good news and some bad news.

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