Thriving Sales Blog

It doesn’t matter what product or service you are selling. At the end of the day you are selling to people, which means the relationship is key.  The number one reason prospects don’t buy is because they don’t trust you enough (yet) to give you their hard-earned money, or put you in front of their staff or clients.  It’s all about risk, and how they perceive their risk in doing business with you, or if you really care?

How to help them get over the trust barrier?  Stop talking. Start asking relevant questions about their situation, and learn to zip it up.  This is the number one mistake of all sales people. What the prospect/client has to say is far more important than what you have to say.  Evaluate yourself on each meeting. What percent of the time did you do the talking compared to them?  It should be 80% – guess who?  them, not you! Asking relevant questions, and listening  to their answers, engaging in a real conversation instead of being “stuck” in “presentation” mode is the best way to build trust and rapport quickly and easily.  Try it, you’ll be surprised at how quickly the sale will move to the next step.

Does this sound like your sales team?

Hello and thank you for your interest in ThrivingSales.com.  Our mission is to help you break the 80/20 rule by building a Superior Sales Team.  A Superior Sales Team has only top performers who are engaged themselves and engage clients, personally accountable for their results and  are highly skilled strategic sales professionals led by effective sales leaders.  The Sales Team Analysis is a tool to help you identify the gaps in your team’s performance that can be improved with guaranteed measurable results.

How do you define a Superior Sales Team?

• Team members have personal characteristics that match your company culture, industry and products, sales cycle, ticket item size, job responsibilities, working environment, and are highly motivated on a daily basis to achieve success.
• Team members take personal responsibility for their sales results and how they respond to changes in the marketplace, technology, new products or policies, and they see problems as opportunities to strengthen the client relationship.
• They are actively engaged in their daily sales activities, and engage prospects and customers with ease to conduct business with them.
• Team members are well developed in their strategic sales skills, utilizing their time effectively with profitable clients to build long term partnership relationships instead of vendor –client relationships.
• Sales Leaders role model the strategic selling model, are themselves engaged, and are effective coaches that support and enhance the results of each team member.