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

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

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 94

Interpersonal Skills Negotiation Emotional Intelligence Sales Training 94

Brooks Group

MARCH 6, 2023

From negotiation to messaging personalization, sales managers and employees can improve their communication skills with anybody by taking enterprise sales training. Understanding your clients is essential to communication and sales in the business world. Want Enterprise Sales Success? Follow These Tips!

Sales Training 52

Sales Training Sales Decision-making Stakeholders 52

Brooks Group

MARCH 25, 2024

The process culminates in negotiating a mutually beneficial close while laying the groundwork for future sales. The IMPACT sales training program begins with a sales assessment of each participant to understand their behavioral patterns, communication styles, and decision-making processes.

Negotiation 95

Negotiation Sales Training Sales Decision-making 95

Brooks Group

SEPTEMBER 15, 2022

Sales team training can greatly improve the effectiveness of your sales team, resulting in higher sales and increased profits. In this post, we will discuss three reasons why companies should invest in team sales training. These skills include communication, negotiation, and conflict resolution.

Sales Training 52

Sales Training Sales Negotiation Communication 52

Brooks Group

OCTOBER 13, 2022

Sales team training is an essential investment for any organization. When individuals and teams undergo sales training, they learn the skills and techniques needed to be successful in sales. However, not everyone knows how to make the most of their team sales training. Sales can be challenging.

Sales Training 52

Sales Training Energy and Utilities Sales Negotiation 52

Brooks Group

OCTOBER 14, 2024

Knowing how these two diverge is important for delivering effective sales training and improving long-term results. This understanding allows sales professionals to anticipate and address future challenges, which reinforces the value of the partnership. Train on providing ongoing value between purchases.

Emotional Intelligence 52

Emotional Intelligence Negotiation Sales Training Construction 52

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

JUNE 28, 2023

Salespeople either get a “yes”, and can proceed with the sale, or they get a “no” and can backtrack to handle the objection or concern. Many sales professionals struggle with asking this question because of two things: human nature and fear. When this happens repeatedly, the assumed remedy is often negotiation training.

Negotiation 93

Negotiation Sales Training Sales Management 93

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. Learn More Learn how customized team training and individual sales training can help improve sales performance.

Sales Training 82

Sales Training Sales Decision-making Negotiation 82

Hubspot Sales

OCTOBER 29, 2017

in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Clearly, if your team needs sales training, there's a lot of options out there. Tracy’s company, Brian Tracy International, offers training on a variety of subjects.

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

Brooks Group

OCTOBER 1, 2024

When individuals and teams receive training, they learn the skills and techniques to succeed in any selling situation. But not every sales leader knows how to make the most of their team’s sales training. Here are 10 practical ways to get the most value from training your team. There will be a learning curve.

Sales Training 65

Sales Training Sales Construction B2B 65

Brooks Group

JANUARY 24, 2024

Recommendation 3: Develop negotiation and qualification skills All teams struggle with negotiation and qualification. Sales leaders identified negotiation and qualifying new opportunities as top selling gaps, regardless of whether teams met goal or not.

Supply Chain 105

Supply Chain Negotiation Sales CRM 105

Brooks Group

MAY 2, 2023

The process of tying up a sale doesn’t begin at the negotiation table after all the meetings have been had and solutions have been presented, but rather at the beginning of the sales process. The sales professional and customer both have agendas.

Negotiation 95

Negotiation Sales Training Meetings Decision-making 95

Brooks Group

FEBRUARY 23, 2024

Qualifying is the top skill that underperforming sales teams struggle with:  Qualifying new opportunities (49%)  Differentiating against competitive offerings (35%)  Negotiation and selling value (29%)  Relationship building (27%)  Download a copy of 2024 Sales Leader Trend Report to learn more.

Prioritization 95

Prioritization Sales Training Sales Construction 95

Brooks Group

JULY 20, 2023

Invest in Sales Training When the team is moving at full speed, sales training can seem like a “nice to have” rather than a necessity. But sales training is essential all year round. Summer is the perfect time to fit in overdue EQ assessments , sales team insights , and skills development.

Sales Training 97

Sales Training Brainstorming Sales Negotiation 97

Brooks Group

SEPTEMBER 20, 2024

The most effective sales processes include straightforward steps that are easy to follow. They pay as much attention to the initial stages of the pipeline—prospecting and questioning—as they do to negotiating terms and closing. TIP: Coach your team to follow your sales process for consistent productivity.

Sales 52

Sales Sales Training Negotiation Decision-making 52

Brooks Group

SEPTEMBER 21, 2022

Additionally, there are a lot of intimidating aspects to sales that can trigger emotions (like negotiating). Being able to regulate your own emotions will make you a more powerful negotiator — which is a skill you’ll likely need when upselling. Fortunately, just like with IQ, you can work to develop and improve your EQ.

Emotional Intelligence 89

Emotional Intelligence Negotiation Sales Training Decision-making 89

Brooks Group

NOVEMBER 10, 2023

Overcoming Common Bottlenecks Once you have identified the bottlenecks in your sales process, you can implement strategies and coaching to address these issues. Prolonged Negotiations Problem: Spending too much time negotiating can lead to delays in closing deals. Solution: Provide sales negotiation training to your sales team.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Brooks Group

JUNE 2, 2023

And if conversion rates are low in the later stages of the sales funnel, you may need to focus on skills such as building value, managing objections , gaining commitment, and negotiating price. Soliciting feedback will also make your reps more receptive to any sales action plan training or coaching you move forward with.

Sales Training 86

Sales Training Sales Negotiation Meetings 86

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 92

Negotiation Sales Training Profitability Construction 92

Brooks Group

JULY 27, 2022

In our IMPACT Selling ® Seminar we teach learners about 3 Deep Questioning, which involves asking deeper questions to reveal the facts, emotions, and core issues behind what’s happening. Sales leaders need to think like a salesperson and do the same thing. The post Are Your Sales Targets Too High?

Supply Chain 91

Supply Chain Sales Sales Training Negotiation 91

Brooks Group

MAY 24, 2023

Anytime a salesperson has to negotiate, it means the customer objects to something. Get your team trained and you’ll discover what our clients already know: sellers who follow our structured sales process close more business with greater confidence and less hassles. That want is a powerful perceived benefit.

Value Proposition 95

Value Proposition Sales Training Construction Negotiation 95

Brooks Group

APRIL 9, 2024

Procurement managers : Professionals tasked with managing the procurement process, negotiating contracts, and ensuring compliance with organizational policies. With long sales cycles and deal sizes that can reach the multi-millions, selling to a buying committee requires stamina, smarts, focused training, and coaching.

Value Proposition 107

Value Proposition Procurement Decision-making Stakeholders 107

Brooks Group

AUGUST 28, 2023

Prospect: We spend a lot of time, energy, and money negotiating the returns and tracking down deliveries. 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 72

Sales Suppliers Sales Training Decision-making 72

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.

Organization 100

Organization Account Management Sales Sales Training 100

Brooks Group

JUNE 7, 2022

Throughout six sessions, sellers will learn how to position themselves as strategic partners to their clients, professionally ask tough questions, fully understand their customer’s behavior and motivations, handle price negotiations, and close with confidence.

Supply Chain 91

Supply Chain Value Proposition B2C Sales Training 91

Brooks Group

MAY 23, 2024

A candidate who lacks essential selling skills won’t be able to effectively execute core sales functions such as prospecting, presenting, or closing, or to contribute to revenue growth—at least at first. They’ll take longer to ramp up and they’ll need more sales training.

Sales 52

Sales Sales Training Decision-making Negotiation 52

Brooks Group

JULY 14, 2023

Prospect: We spend a lot of time, energy, and money negotiating the returns and tracking down deliveries. Salespeople who are thoroughly trained in DISC communication styles can quickly identify which style each prospect prefers, and adapt their own communication and interactions to accommodate those preferences. Get in touch today.

Sales 87

Sales Sales Training Brainstorming Communication 87

Brooks Group

SEPTEMBER 7, 2023

The hiring manager said, “As soon as you get the orders, we can negotiate what type of development team you’ll have supporting you.” The success of any substantive change to your sales approach relies on company-wide buy-in. Communicate clearly and often, and ensure your team has the sales training they need to execute well.

Account Management 52

Account Management Management Account Planning Sales 52

Brooks Group

SEPTEMBER 22, 2023

Coach your sellers to spend time upfront questioning prospects and uncover all their wants and needs, which will help them get to the core of any sales objections that do come up later.

Decision-making 92

Decision-making Sales Suppliers Sales Training 92

Jeffrey Gitomer

AUGUST 9, 2011

Online Training. Tweet Share I used to watch my father negotiate. Filed Under: Attitude , Sales , Success Tagged With: attitude training , book on attitude , business social media , corporate sales training , Jeffrey gitomer , jefrrey gitomer , sales , sales attitude , sales blog , sales skills , success principles.

Sales Training 68

Sales Training Leadership Negotiation Media 68

Brooks Group

FEBRUARY 21, 2023

In the absence of a value interpreter, every negotiation will degenerate into a conversation about price. Understand Why Margin Is Important Some companies give sellers the latitude to negotiate prices, while others don’t. If yours does, your sellers need to understand that sales is more about margin than volume. Check it out!

Negotiation 87

Negotiation Sales Training Value Proposition Retail 87

Brooks Group

MAY 17, 2023

At The Brooks Group, we asked over 100 salespeople to take our IMPACT Selling Skills Index ® (SSI) assessment before and after going through our flagship IMPACT Selling ® Sales Training, which focuses heavily on Probing and questioning techniques.

Supply Chain 91

Supply Chain Sales Training Decision-making Sales 91

Hubspot Sales

SEPTEMBER 16, 2024

I‘m going to level with you — the statement I’m about to make probably sounds like one of those meaningless platitudes about selling you‘d hear at some seminar that you were pressured by your employer to attend, but I swear I’m going somewhere with it. Credibility is the currency of sales. Check out what they had to say!

Decision-making 85

Decision-making Negotiation Sales Training Sales 85

Brooks Group

MARCH 8, 2023

We know that no two sales reps are exactly the same, and each member of your team could benefit from sales training in different areas. BrooksUP is an interactive digital library that gives sales managers a way to train each member of their team through customized learning paths. Check it out!

Sales Training 95

Sales Training Decision-making Marketing Leadership 95