Brooks Group

MARCH 6, 2023

The objective of sales negotiations is to have a strategic conversation with your client that ultimately results in an agreement’s approval. Navigating these negotiations is paramount to getting both parties aligned on shared objectives and deals. Is Negotiation Important For Salespeople?

Negotiation 52

Negotiation Sales Sales Training Decision-making 52

Miller Heiman Group

AUGUST 20, 2020

Sales training techniques like SPIN Selling Conversations help sellers learn how to ask questions that uncover buyer needs and overcome objections all in the moments when deals are made and lost. They Effectively Negotiate to Resolve Differences and Agree on a Mutually Beneficial Decision.

Negotiation 111

Negotiation Value Proposition Stakeholders Decision-making 111

Brooks Group

APRIL 17, 2023

What Is the Best Enterprise Sales Training? Enterprise selling is sometimes overlooked in companies’ training because the sales process focuses more on other parts of the training deemed more important. However, enterprise selling is one of the most important parts of company sales training.

Sales Training 52

Sales Training Negotiation Sales Decision-making 52

Mike Kunkle

NOVEMBER 30, 2018

Excellent, high-value content: Negotiation skills (under-taught in most sales curricula today). Business acumen (grossly under-taught in most sales curricula today). Good writing (former HBO script writers, natural-sounding conversations, utilizing some comedy for attention and “edutainment”).

Profitability 130

Profitability Publishing Manufacturing Negotiation 130

MTD Sales Training

FEBRUARY 11, 2020

From there, simply assume the sale or address whatever issue the prospect feels does not make sense. This second question is perfect for the customer who loves to negotiate. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. For them or their business. #2 2 – “Is that fair enough?”.

Sales 120

Sales Decision-making Negotiation Sales Training 120

Brooks Group

JULY 30, 2024

Listening, questioning, negotiating, closing—today’s sales professionals need so many different selling skills to succeed. But which ones should you focus on if your sales team is a little green or if your seasoned sellers could use a refresh? Communication Communication is the most important selling skill.

Interpersonal Skills 90

Interpersonal Skills Negotiation Emotional Intelligence Sales Training 90

Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Brooks Group

OCTOBER 7, 2024

Overcoming Common Challenges During An Enterprise Sales Training Program You’ve probably heard of sales training, but what about enterprise sales training? As the world gets more complicated, so do customers’ pain points during sales conversations. What Are Enterprise Sales?

Sales Training 52

Sales Training Decision-making Sales Stakeholders 52

Hubspot Sales

JULY 24, 2018

Promising your prospect a discount before the actual negotiation can have three negative consequences: The buyer subconsciously attributes less value to you and your product. Successful negotiations require give-and-take. Of course, responding to discount inquiries during the actual negotiation is challenging too. Negotiation.

Negotiation 112

Negotiation Profitability Sales Training Sales 112

MTD Sales Training

AUGUST 17, 2017

If you want to negotiate a discount and you’re a buyer then I’ll give you some phrases to use. Conversely if you’re a sales person I’m going to give you some phrases on how to counter buyers who are haggling and negotiating for a discount. Phrases to use when negotiating a lower price. Negotiating phrases.

Negotiation 48

Negotiation Sales Training Profitability Sales 48

MTD Sales Training

AUGUST 17, 2017

Your ability to make a profitable sale often hinges on your skills when discussing what price you are willing to settle on for your product. If you are worried about whether you will make the sale or not, you may well offer a lower price to get the buyer to agree to the sale. However, buyers are cute (!) Happy Selling!

Negotiation 48

Negotiation Sales Training Profitability Sales 48

Brooks Group

APRIL 28, 2021

It wasn’t until the 1500s that this process earned the name – negotiation – that we know it by today. A more contemporary definition comes from Chris Voss, who was the leading FBI hostage negotiator for more than 10 years. So how can you triumph at the negotiation game? Most Common Reasons for Failure.

Negotiation 53

Negotiation Sales Training Banking Profitability 53

Brooks Group

SEPTEMBER 15, 2022

This is often due to a lack of training in areas that sales professionals need to succeed. Sales team training can greatly improve the effectiveness of your sales team, resulting in higher sales and increased profits. These skills include communication, negotiation, and conflict resolution.

Sales Training 52

Sales Training Sales Negotiation Communication 52

Brooks Group

JANUARY 10, 2023

One of the most common requests we receive at The Brooks Group is for sales negotiation training on closing techniques. Too many sales managers think their team has a closing problem, when in reality, they have a prospecting problem. Remember, the most vital aspect of sales is seldom the close. Check it out!

Negotiation 89

Negotiation Sales Training Profitability Construction 89

Red Star Kim

NOVEMBER 1, 2023

What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales training. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Zendesk

JUNE 28, 2022

While some sales reps may come in with sharper instincts or more charisma than others, we know there are still dozens of techniques and tactics that can be taught to foster a more successful all-around sales rep—and the data backs it. It’s clear that providing your team with thorough sales training is well worth the effort.

Sales Training 52

Sales Training B2B Sales Profitability 52

Brooks Group

APRIL 23, 2024

Transferrable Skills The skills developed in sales —such as communication, negotiation, problem-solving, and time management—are highly valued across many industries, making sales experience a valuable asset. This insight allows you to tailor your offerings and provide even more personalized and profitable solutions.

Sales Training 78

Sales Training Sales Decision-making Negotiation 78

Hubspot Sales

SEPTEMBER 16, 2022

A job in sales is exciting, with plentiful career opportunities and development paths. As you grow, you may have the opportunity to progress into a sales director role. In this position, you’ll be responsible for growing profit and overseeing the sales team’s operations. Evoke enthusiasm among team members.

Sales 115

Sales Negotiation Acquisition Communication 115

Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment. Big goals such as doubling profit in a year happen incrementally.

Organization 96

Organization Account Management Sales Sales Training 96

Account Management Skills

JANUARY 11, 2022

In this episode we talk about making client relationships more profitable. He specialises in helping agency leaders and their teams negotiate more profitably. I’ve had it on my shelf for a few years now and it becomes a reference guide for negotiating. Welcome to Episode 53. So Chris, welcome. Chris 00:44.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Brooks Group

MAY 24, 2023

In truth, there are an endless number of possibilities of what a customer can do with profit or savings, and you won’t know if you don’t ask. Anytime a salesperson has to negotiate, it means the customer objects to something. Building out your value formula. There is an alternative option for every purchase your customers make.

Value Proposition 92

Value Proposition Sales Training Construction Negotiation 92

MTD Sales Training

MARCH 16, 2017

I have recently been running some training with a very successful client and we have been working on the negotiation skills of their salespeople and sales managers. If we give the discount then a large chunk of profit disappears for no good reason. In the words of the sales manager, “I don’t want to upset the buyer”.

Negotiation 48

Negotiation Profitability Sales Training Decision-making 48

PandaDoc

SEPTEMBER 2, 2020

My two primary focuses and areas of expertise are sales management and new business development. Sales Gravy. Sales Gravy is the most visited sales specific website and the destination sales training resource for sales professionals across the globe. CustomerCentric Selling Sales Training Blog.

Sales Management 98

Sales Management Management Sales Publishing 98

Brooks Group

FEBRUARY 21, 2023

View this week's video Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify offering discounts, reducing margin, and for the sake of the sale, giving away most of the company’s profit. Check it out!

Negotiation 83

Negotiation Sales Training Value Proposition Retail 83

Miller Heiman Group

NOVEMBER 5, 2019

Sales training techniques like SPIN Selling Conversations help sellers learn how to ask questions that uncover buyer needs and overcome objections all in the moments when deals are made and lost. They Effectively Negotiate to Resolve Differences and Agree on a Mutually Beneficial Decision. Take The Sales Conversation Metric.

Negotiation 56

Negotiation Value Proposition Decision-making Customer Experience 56

Brooks Group

JULY 14, 2023

Prospect: We spend a lot of time, energy, and money negotiating the returns and tracking down deliveries. It’s cutting into our profit margin substantially, not to mention it creates a ripple that ultimately affects patients. Want to learn how our sales training programs can give your sales team an edge over the competition?

Sales 83

Sales Sales Training Brainstorming Communication 83

PandaDoc

FEBRUARY 9, 2021

Even if your pipeline isn’t at capacity, you’re better off using your time on more profitable pursuits than entertaining these chatty Kathies. Here are 5 red flags that will help you identify tire kickers and some sales tips that can help you move on with the rest of your day. Solution: Ask about their budget. Try it for free.

Decision-making 111

Decision-making Profitability Advertising Negotiation 111

Brooks Group

AUGUST 28, 2023

Prospect: We spend a lot of time, energy, and money negotiating the returns and tracking down deliveries. It’s cutting into our profit margin substantially. Empower Your Sales Team with Value-Based Sales Training Buyers have many options to choose from, and they can often view talking with salespeople as an interruption.

Sales 68

Sales Suppliers Sales Training Decision-making 68

Brooks Group

NOVEMBER 10, 2023

Benefits of a streamlined sales cycle: 1. Increased Revenue Shortening the sales cycle means generating revenue faster. Sales teams can close more deals in the same amount of time, resulting in higher profits. Cost Reduction A more efficient sales process reduces waste of time and resources.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

MTD Sales Training

AUGUST 4, 2016

This price erosion has a direct impact on your profitability. The negotiating policies involved are naturally obliqued towards profit instead of building value for the customer. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy selling! Sean McPheat. Managing Director.

Profitability 48

Profitability Negotiation Sales Training Sales 48

MTD Sales Training

NOVEMBER 13, 2017

To go forward into the future with confidence and success your team has to be geared towards working with profitable accounts. This is the key to real profitability – if managed properly. The costs of acquisition become absorbed and so the relative and actual profit increase. Learning to negotiate is key! Happy Selling!

Management 48

Management Suppliers Profitability Account Management 48

Zendesk

MAY 19, 2022

If you’ve ever taken sales training of any kind, you know that mastering sales vocabulary is shockingly difficult. Many sales terms sound interchangeable when, in fact, they mean drastically different things. Compared to B2B sales, B2C sales are usually more spontaneous and generate a lower profit per sale.

B2C 98

B2C Sales CRM Profitability 98

Hubspot Sales

FEBRUARY 7, 2018

Sales compensation ranges from zero-commission (retail salespeople, for example) to pure commission (your salary is completely determined by performance.) The former offers a greater sense of security, but the latter can be incredibly profitable -- assuming you’re good at your job. AEs are held to quotas.

Account Management 145

Account Management Sales Interpersonal Skills Sales Management 145

Hubspot Sales

FEBRUARY 15, 2018

Things that require more attention and energy, like demoing or negotiating? But in 1963, when a man she’d trained got a promotion instead of her, she quit. The business was profitable within months -- thanks in large part to Mary Kay’s decision to give her sales reps commission for referring new salespeople.

Banking 112

Banking Manufacturing Finance Advertising 112

MTD Sales Training

MAY 10, 2016

The buyers needs to feel they have got a good ‘deal’ (whatever that means in their mind) and also has to recognise you have to make a profit in order to keep servicing them. So, developing great negotiating skills can help you connect well with the businesses you deal with. Happy Selling! Sean McPheat. Managing Director.

Negotiation 48

Negotiation Client Relationships Decision-making Suppliers 48

MTD Sales Training

NOVEMBER 22, 2016

Most people like to envision a future full of promise and profits. As a sales consultant , how can you help buyers to build this vision? During the negotiation stage, it opens up a lot of opportunities for us to show what this future would look like. How would that build your profit opportunities? For example: What if….

Profitability 48

Profitability Negotiation Sales Training Decision-making 48

MTD Sales Training

MARCH 30, 2016

What you’re showing here is that: (1) you’re no pushover when it comes to negotiating. (2) 3) if the prospect really wants the £1000 product, you might actually adjust the payment terms so that they match what they can pay now and then pay the extra out of the profits they will be making with the better product. Happy Selling!

Negotiation 48

Negotiation Sales Training Profitability Meetings 48