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The Center for Sales Strategy Blog

Object This! Ways to Overcome 5 Common Sales Objections

overcoming sales objectionsEven when you are intentional about removing surprises and skilled at talking about price, you may still encounter objections during the sales process. Listening for objections along the way and handling each one as it comes up helps you avoid trying to address all the objections while you are presenting your proposal.

Topics: Proposal Needs Analysis salespeople sales process sales training prospecting

Technology Has Changed the Way Your Prospects Buy

technology-change-the-way-prospects-buyTechnology continues to advance at lightning speed. It’s these advancements that change the way we live our lives. It seems that new technology impacts just about every aspect of our life.

The way we communicate – from phone calls and letters to texts and social media.
The way we consume entertainment – from going to a theater to streaming content on multiple devices.
The way we travel – from hotels and taxis to Airbnb and Uber.

Our work life is not immune to these advancements.

Topics: using technology sales strategy sales performance sales process sales pipeline prospecting

Failing To Do This One Action Stalled The Sale

stalled sales processI vividly remember early in my sales career meeting with a business owner of an up-and-coming beverage company. We met several times, and I was getting excited about the opportunities that seemed to be unfolding. We had built great rapport, he had shared his challenges with me, and I developed a solution that I thought was perfect. He loved my idea! We were on our way until I heard…

Topics: sales management Sales salespeople sales process sales training prospecting

5 Greatest Needs Analysis Questions You Can Ask Any Prospect. Not.

needs analysis questionsPerhaps you got excited when you read the first part of the headline. I got excited too, wishing there was a list of “magical” questions that could be asked of any prospect with a great result. The problem is, such a list does not exist. Sorry to burst your bubble.  

Topics: Needs Analysis Sales sales process prospecting

The Sales Pipeline is More Important Than Sales Activity

status of the sales pipelineIt seems like every sales manager I have talked to lately wants to talk about activity and how to enforce minimum activity expectations. It took a few of these conversations before a simple truth became obvious to me: Pipeline is way more important than activity.

Topics: sales performance sales management salespeople sales process sales pipeline

5 Steps to a Precise Internal Sales Diagnostic

internal sales diagnosticThis article was originally published on Sales & Marketing Management.

Sales leaders are responsible for more than closing deals. Teams depend on them to see the big picture, measure current strategies, and evaluate new opportunities. Sales diagnostics help leaders see their operations from all sides so they can identify bottlenecks and keep revenue climbing.

Topics: sales performance Sales sales process sales diagnostic

Quickly Determine What’s Helping or Hindering the Sale

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Some sales go from step to step and lead smoothly to an agreement and an order. Other times, things stall and you’re not sure why. It might happen at one of the three tipping points in the sale process. There are many reasons a stall can happen, and there’s a quick way to determine what is helping and what is hindering the process.

At some point in our life, we’ve had someone tell us to draw a line down the middle of a piece of paper, and write all the pros for a decision on one side and the cons on the other. The formal name is a “decision balance sheet.” Ben Franklin was known to use them. What makes this simple exercise effective is that it helps us put on paper what we already know — but haven’t thought enough about. 

Another variation of this process is a force-field analysis. It’s used in social science. Our founder Steve Marx applied it to the sales process. The force field approach looks at the forces that are influencing a situation. It looks to see if they are driving movement toward a goal (helping) or blocking momentum toward a goal (hindering). 

Topics: Sales sales process

3 Huge Objection Handling Mistakes Costing Salespeople Deals + More

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We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
 
1. 3 Huge Objection Handling Mistakes Costing Salespeople Deals — HubSpot
For many sales people, objection handling can be a difficult thing to navigate. But if you see it in a new light, it may be an opportunity for a longterm relationship. 
Topics: Social Media lead generation Sales sales process sales training

Keep It Simple, Sales Manager

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Today we have a guest post from Sherrie Roberts. Sherrie has been crushing sales goals and breaking records for over 20 years from local broadcast to national networks and rep firms. Serving in roles as salesperson, sales manager, General Manger and Founder.


Government is not the only entity wrought with bureaucracy. It’s known to rear its ugly head in all businesses. Systems and policies are certainly vital to accomplish missions and keep chaos at bay. Yet bureaucracy is proof you can have too much of a good thing. Too often we become so ensnared by rules and with making them, that common sense takes a back seat. 

There’s this thing called the “naked rule” that has become somewhat of a mantra in my management career. Once, in a meeting discussing a unique issue that had arisen, one leader proposed a new policy to address said issue. Yet another leader responded, with brilliant hyperbole, “So if an employee showed up naked to work, would we really need a rule that says you have to wear clothes to work?” Thank you Captain Obvious for saving us that day from yet another policy that wouldn’t solve anything. In this case, it would have created unnecessary complication—as is so often the case.

Topics: Sales sales process coaching

How to Use Tension to Advance the Sale

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Salespeople often slow down a sale or lose it altogether because they are not willing to create tension. I am not talking about relationship tension. I am talking about task tension.  

You want to get to task tension as quickly as you can. This is what sales acceleration is all about. However, smart salespeople know you need to create a foundation of relationship—essentially reducing relationship tension so you can create task tension. You can’t rush to task tension until you remove relationship tension. You remove relationship tension by helping the prospect see that you are someone who can be trusted and could bring value.

Topics: business relationships Sales sales process