All tagged Sales Training
Mastering the Discovery Call is one of the most important steps of any sales process, because the information a sales rep collects during this step will help them successfully connect the buyers dominant buying motives to the product.
The Discovery Call is commonly viewed as a series of questions a sales rep can use to uncover the dominant buying motives of a buyer, however many companies are missing two pieces of the process that can make this step more successful.
Being able to consistently handle sales objections effectively, will either make or break a new deal being won or lost. Very few sales reps have the natural ability or skills to handle objections on their own, which means as a sales leader you need to arm them with Objection handles to set them up for success.
Though a strong sales process helps drive desired company results, the sales representative and their mental health is left totally unprepared for this journey as they are continuously bombarded with client objections, the fear and anxiety of missing target, getting yelled at by their sales manager and the worst case scenario - fear of getting fired.
A decent sales book will usually provide a reader with one or two key tips or tricks they can implement right away, however the best sales books will challenge you to rethink an entire part of your sales process and reshape it for the better.