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:
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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.
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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.
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Topics: Sales Process, Sales Training, Sales Evaluation, What Sales Winners Do Differently, Sales Discipline, Connecting
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