Irish SMEs do not underperform because of weak effort. They underperform because their commercial structure lacks consistency. Sales training for becomes essential when revenue fluctuates,
Most sales conversations stall for one simple reason: the seller is talking when they should be listening. Not polite listening. Not “waiting your turn” listening.
Customer-centric selling is no longer an optional refinement to traditional sales approaches. It has become a commercial necessity. In markets where buyers are informed, time-poor,
I would say that in most part it is not! An outlandish statement for a sales trainer to make but, in many cases, it is just the plain truth.
As the saying goes “if your job is to eat a frog, do it first thing in the morning. If your job is to eat two frogs, eat the biggest one first”
So, what do I mean by active listening? Active listening is where you fully engage in listening your customer/prospect during a sales conversation. This implies that you are not just hearing their words (whilst waiting your turn to speak) but really attempting to understanding their emotion state, their needs and concerns, their problems, and challenges.
Sales prospecting resilience helps sales teams overcome rejection, maintain activity, and build predictable pipelines.
Committed sales professionals are always seeking ways of improving their chances of converting new prospects into customers. It is my considered opinion that spending time in preparing better questions for the discovery phase of a sale is a strategic approach that goes beyond mere information gathering.
Discover how a Wiley Sales DiSC workshop improves self-awareness, communication and sales performance for B2B sales teams in Ireland and the United Kingdom.
Learn how to build a repeatable sales process around five customer questions so your team opens better, creates urgency, and closes more business.
