I was asked recently what skills are required to be effective in UnSelling. As I contemplated the answer and began to capture the key attributes, I was struck by two things 1) How different these skills are compared to sales people who operate in traditional selling environments and 2) How consistent most of these are with fundamental biblical principles
Category Archives: Sales Training
UnSelling – Episode #2
Here is the follow up to our First Ever UnSelling Video Blog. Here is some fresh advice on how we can be practical and honest with our prospects to pull out the truth without wasting our time or theirs. Check it out!
UnSelling – Episode #1
Better Way Sales Strategies premiers with its first ever video blog hosted by Peter Bourke. The topic today is UnSelling, as we first touched on in Monday’s post. How to sell more by “selling” less.
First-Line Sales Managers: Make it or Break it
I’d contend that first-line sales managers are the key success factor in achieving sales results. Great sales managers will hire the stars, they’ll fire the dogs, and they’ll manage the team in such a way that the talent is well-developed and the results are attained – consistently!
Don’t Waste Your Sales Team’s Time
Do you know how much money the average organization wastes on sales training? I don’t know the exact number, but you can bet it’s enormous. I get a few calls every year when a VP of Sales says, “I have a meeting with my sales team in 3 months and I’d like a proposal for sales training.” Of course the first question I ask is, “What are you trying to accomplish: Build the world’s best sales team? Improve sales performance in this tough economy? Or simply entertain your sales people for a day or two?”