With no clear end in sight to the present physical distancing efforts, it’s probably a good idea to even out all of the Netflix shows you’re consuming with some good old fashioned reading… and maybe even pick up some new skills while you’re at it! Here’s 9 sales books I recommend you read right now …
“How do you hire the best candidates for a sales role?” That’s a question I’m asked often by sales leaders. In fact, yesterday I spoke with a Managing Director of a shipping and marine supply company who shared the following two major challenges: competition from well-branded multi-national corporations for applications and selecting the best candidates …
Video: How To Hire Sales Professionals – Sales Interview Questions Read More »
Excerpt taken from our online sales training platform SOCO Academy. Ever talked yourself out of a sale? There’s a good chance you weren’t listening to your customer. Too many people think it’s their role to do all of the talking so they can sell their product or service. In reality what ends up happening is …
What do you think of when you hear the word “asset”? Gold, money, property usually come to mind, but I’m talking about assets in sales. Useful or valuable qualities needed to succeed in the sales profession. S.E.L.L.I.N.G. is an easy acronym for the 7 assets needed to succeed in sales: Solution-focused: There are many people …
Do you know how to get your prospects to say “yes”? Start by asking yourself what benefits you plan on presenting or demonstrating. There’s a difference between features and benefits. Features describe what a product or service is or what it does. Benefits describe how a product or service actually helps your prospect — what’s …
Overcome Objections: Learn how to overcome objections and close more sales, right here in this video. In this video: 00:33 What are common objections? 00:50 How to overcome objections 01:12 What you must do right now Hi everyone, it’s Tom Abbott here, founder of Soco Sales Training, sales trainer, coach, keynote speaker and author …
Have you created a compelling phone sales script for scheduling appointments that will resonate with your prospects? The most important thing to remember here is, Don’t wing it! Without some kind of a structure or plan, you leave too many things open to chance and can lose control of the call. Also Read: Sales Infographics …
Many sales professionals in ICT (information and communications technology), struggle with translating features to benefits. As broadband champions and integrated information and communications providers, they have really cool technological products and services, but they struggle describing the features – and more importantly, the benefits – to their customers. They find themselves using technical language like CPE, EPE, …
At the National Sales and Marketing Congress 2010, I spoke on ‘Sustainable Selling – Are You Getting Enough Referrals?’ and shared how your customers are hurting you…and you don’t even know it. How exactly are they hurting you? They’re not referring new business to you. More on how to overcome that challenge in a moment. …
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