The Brooks Group
JANUARY 8, 2018
[Don’t miss the downloadable version of the Behavior Style Communication Guidelines at the end of this post!]. Today’s buyers are more informed and have less time to give to salespeople than ever before. Combine that with the increasingly complex decision-making process, and your salespeople are left with a very narrow opportunity to make a positive connection with a potential buyer.
Infuse Medical
JANUARY 22, 2018
Congratulations to Joe M., the winner of the Holiday Elf Operation Apple Watch Giveaway contest! Joe’s entry was chosen by random from a complete list of entries. Thank you to everyone who downloaded and entered our Holiday Elf Operation Game. The response and support was incredible! In case you missed it, you can download the Holiday Elf Operation app here (Android) , or here (iOS).
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The Brooks Group
JANUARY 3, 2018
. Asking effective probing questions is critical to high sales performance. With the right questions, your salespeople can uncover the buyer’s needs and wants, as well as their budget and decision-making process. Here’s what you need to know to help your reps develop and master critical questioning skills. 1. Listen Actively and Deeply. Good questioning does not mean firing off a rapid series of questions to pry as much information out of the prospect as possible.
The Brooks Group
JANUARY 31, 2018
Effective pre-call planning helps your salespeople convert more prospects, yet many salespeople either don’t do pre-call planning, or they don’t do it well. As the manager, you can help your salespeople win more deals by coaching them in these key pre-call planning skills. Skills to Master Pre-Call Planning . One: Research the Prospect and Their Company.
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The Brooks Group
JANUARY 24, 2018
There’s nothing more discouraging for your sales reps than to reach the end of a sales presentation and hear, “I have to think it over and get back to you.". In today’s competitive marketplace, your reps must make the biggest impact on prospects when they have the chance. That’s why it’s so important they feel confident delivering a convincing sales presentation. .
The Brooks Group
JANUARY 17, 2018
The transition from salesperson to sales manager can be tough ( and doesn’t always work out in the end.) Overnight, someone who is used to being responsible for only their own performance, is suddenly responsible for the performance of an entire sales team. Priorities must shift with the transition into a leadership position. Some sales managers struggle for the remainder of their management careers, until they return to a sales role—or worse—get burned out and leave the company.
The Brooks Group
JANUARY 17, 2018
The transition from salesperson to sales manager can be tough ( and doesn’t always work out in the end.) Overnight, someone who is used to being responsible for only their own performance, is suddenly responsible for the performance of an entire sales team. Priorities must shift with the transition into a leadership position. Some sales managers struggle for the remainder of their management careers, until they return to a sales role—or worse—get burned out and leave the company.
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