DM Training Blog
No matter what you're selling, you can always get better. Learn the sales insights, tips, and trends you need to know to improve your sales behavior and grow your pipeline.
The daunting task of picking up the phone and actually calling someone can be frightening to some, heck it may even be terrifying. But, why let your nerves get the best of you? Anxiety is a common problem for salespeople who are faced with sales challenges such as budgets, pricing, legal, marketing, and a slew of other things.
Giving presentations and pitches are a huge part of being successful in the sales industry. One bad presentation, or even stumbling in the beginning of a pitch, can decrease your confidence and can even cost you the deal. If this has happened to you, you’re not alone.
The right sales training for your employees is integral to the success of your business. Before you invest, make sure you have all of the information you need to make a smart decision.
Before you can improve your sales presentations, it’s important to have a strong understanding of the difference between demonstrating and presenting.
Anyone who’s ever worked in sales knows these common responses: “We work with a competitor,” and of course, “No.” Whether truthful replies or strategic conversation-enders, sales objections are just the nature of the business. Many discussions with potential buyers end that way, especially after your prospect has a better understanding of your services and/or product. For many salespeople, “competitor” and “no” are the end of a conversation. But they can also become an opportunity to turn your discussion around.
To put it simply - your success or failure is determined by your ability to coach yourself well. As your own sales coach, the first challenge that you need to grapple with is deciding on your number one desired outcome. This is important because everything you do should bring you closer and closer to that outcome. After you’ve figured out what outcome you’re working towards, it’s time to take these four things into consideration:
Effectively leading a sale and managing your sales cycle means understanding your patterns and habits by asking questions like: What have I done in the past? Did I see results? How does my current approach apply to future sales I’m working on? And what can I do to improve my results?