Helping Your Customers Achieve Their Objectives: Quantifying the Challenges
This is an article on helping your sales reps uncover their prospects’ primary business objectives and the challenges preventing their fulfillment.
Sales is a Skill Development Sport
Do you play a musical instrument, speak a foreign language or play a sport? How did you learn, and continually improve?
Helping Your Customers Achieve Their Objectives: What To Ask
People are most convinced by ideas they themselves originate, so getting your prospects to define their own objectives and challenges is critical to getting their buy in throughout the sales process.
Do You Treat All Your Sales Reps the Same?
This is a question I often ask Sales Managers. Many of them respond that they do on the grounds of fairness.
What are the top 3 criteria for sales success?
Don’t take my word for it
Here are some reviews of Flannery Sales Systems
“Great sales tool! It dwarfs all of the prior sales training I have had in my 14 year professional career.”
“I now have detailed process to follow where in the past I flew by the seat of my pants. I now know how to have gives and gets for negotiations. This was pure enlightenment.”
“I love this sales process and the way it keeps the customer at the center. It has been very helpful to get an outline cemented in my mind through the role-playing, and I think that I am certainly better equipped for my new job.”
“John has been a highly supportive and engaged partner to help us identify opportunities, increase our success rate, and strengthen our profitability.”
“The Flannery Sales System’s Selling process has provided our sales team with a clear roadmap that has substantially improved how we turn new leads into fully qualified opportunities. The sales team has become much more effective in successfully closing highly qualified opportunities in a way that creates a win for the customer and a win for our company. We now have the tools by which we create proposals that cover the the total value that we can deliver, not just price quotes for our products and services.”