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.
As a kid your biggest goal was probably something along the lines of riding your bike without training wheels. In high school, maybe you were focused on making the varsity basketball team as a freshman. During your college years perhaps your greatest ambition was to land a prized internship or graduate Summa Cum Laude. Different goals capture our attention at different stages of our lives. Now, your goals are likely more career oriented. This means you must learn how to become your own career coach. If you know what your number one desired career outcome is, all you need to do is commit and then get started! ....Easier said than done. Once you've committed to becoming your own career coach, the very next thing to think about is identifying your priorities and uncovering your next steps. So, what can you do to start being your own coach?
In an ideal world, every sales call would be a winning sales call. Unfortunately, this is not the world we live in; however, with the following tips you can increase your number of sales wins without having to drastically change your approach. The key differences between a successful seller and a mediocre one are nuanced in nature. It comes down to who is more prepared, who has gone out of their way to get to know the client, and who is able to sell simply through rhythm of conversation rather than an overly rehearsed and stiff pitch. We've broken down our recommended winning sales approach into four categories (we've even created an infographic you can use as a handy reference). Read through and see if you can incorporate the following strategy into your next sales call!
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.
Over the last decade, technological advances have accelerated Digital Transformation in the business world. According to one digital expert, “a decade ago companies were mainly focused on data mining, search technology, and virtual collaboration. Today, executives are directing their energy toward artificial intelligence, machine learning, and the Internet of Things.” Businesses are on the path to digital transformation but have a ways to go. 63% of businesses plan to improve the ‘online customer experience’ this year, but only 26% of organizations are ‘completely ready’ to execute digital strategies. (Accenture Digital) So, what does digital transformation mean for sales? Two key benefits of digital transformation for salespeople are (1) a new level of transparency and (2) easier collaboration. Let’s take a look at how sales managers, salespeople and clients can leverage these benefits.
What is the difference between a sales demonstration and sales presentation? The distinction between the two comes down to timing and intention. A sales demonstration is typically what happens early in your sales process and is meant to show your prospects and customers how to apply your product, service, or solution. It's the cumulative result of research, process, and most importantly, an effective needs assessment. A sales presentation is typically what happens toward the end of your sales process. It is meant to highlight and prove the value of your solution as well as tell a compelling story and align your message with the needs of your audience while also providing a strong call-to-action that appeals to the emotions and desires of your audience. Knowing the difference between the two will help you enhance your sales approach and allow you to apply the proper strategy to each opportunity and sales situation. Let's look at demonstrating and presenting from 4 different perspectives:
How do you make a compelling argument for why someone should buy your product or service? Selling would be easier if you could simply state the details of your business solution to an eager listener on the other end of the line who would immediately understand the value of it. But, we’re not selling to robots, we’re selling to people, and people love a good story. Plus, research shows that in complex sales, people rely on intuition to make buying decisions. This means that while people may not realize it, they are often influenced by their instincts over logical reasoning. A “vivid customer story” can activate the parts of the brain that process the senses, which can help decision makers understand, in a holistic sense, the value of your service. When you understand the structure of a story and use the digital tools that are available today, you can turn your pitch into a compelling narrative that will elicit both an intellectual and an emotional response from your listener. So, what makes a good story? And how can you use storytelling to propel your sales efforts?
It’s a weighted question, and the answer depends on who you ask. Far too often, sales managers will give “lip service” to sales training, but never really do what’s required to make it worth the time and effort. Merely “checking the box” and providing a once a year training event is simply not enough. Both sales reps and managers must perceive training as an integral component to the culture of the organization, and not something that’s “optional” or “extra.” For sales training to really make an impact, it needs to be: personalized, ongoing, actionable, and supported by a coach. Because training is about changing behavior. It doesn’t matter whether you’re training for a marathon or learning a new skill, training means you’re changing your habits and activities in order to reach a specific goal. To help you make the most of your training efforts, we’ve outlined 3 tips to help you do just that: