A challenging customer asks for more information. There’s a new competitor, a new benefit, or new technology to research before he/she makes their decision.
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Topics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers, Sales - Limit Exploration
The Jolt Effect - Eliminate Choice – High Performers Make Recommendations
Posted by Douglas A Wick on Mon, Mar 20, 2023
Buyers have a lot of choices today. More choices don’t necessarily yield better outcomes or more satisfaction. In the Jolt Effect, the authors cite The Paradox of Choice: Why More Is Less, psychologist Barry Schwartz's research revealing the problems with too many options.
Read MoreTopics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers, Sales Recommendations
Last blog, Buyer Indecision - Why Your Sales Closing Ratio is Declining, we shared why your sales conversions are declining caused not by “customer’s status quo,” but instead by Buyer Indecision.
Read MoreTopics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers
Buyer Indecision - Why Your Sales Closing Ratio is Declining
Posted by Douglas A Wick on Mon, Mar 6, 2023
Topics: Sales Process, Sales Training, Sales Indecision, The Jolt Effect, Sales - Customer Status Quo
Topics: Employee Feedback, employee performance, Training, training and education, Sales Training, Role Play
Sales Advice from an Expert - Jack Daly Las Vegas Growth Summit
Posted by Douglas A Wick on Mon, Nov 17, 2014
How important is culture to your organization? The Rockefeller Habits Four Decisions for Growth offers the outcome of The People Decision is a harmonious culture of accountability.
Topics: Sales Process, People, People Decisions, Growth Summit, Sales Training, Systems & Process, Leverage
Perhaps the most surprising results from the RAINGroup.com’s What Sales Winners Do Differently research were the top two things that winners do more often than second place finishers:
Topics: Sales Process, Objective Management Group, Sales Training, Sales Evaluation, What Sales Winners Do Differently, RAINGroup.com, Sales Candidate Assessment
Winners are more than twice as likely to create the perception that the overall value they offer is superior. When a second-place finisher doesn’t create this perception, it turns out it is the number one most important factor they needed to do differently in order to influence buyers to select them.
Topics: Sales Process, Objective Management Group, Sales Training, What Sales Winners Do Differently, RAINGroup.com, Sales Discipline
Connecting. In our monthly sales training with one of my clients we’ve established that building rapport, respect, trust and the relationship is the most important part of the sales process. The RAINGroup.com’s study What Sales Winners Do Differently includes tips and research that diminish this aspect of selling in today’s environment.
Topics: Sales Process, Sales Training, Sales Evaluation, What Sales Winners Do Differently, Sales Discipline, Connecting
Have you heard the news? Consultative Selling is Dead. This from an Inc Article, Why Consultative Doesn't Work. Not alone, Harvard Business Review issued an article in as much agreeing with this End of Solution Sales.
Topics: Sales Process, Dave Kurlan, Sales Training, Sales Discipline