Connie Whitman, MBA’s Post

Beyond the bottom line. Creating true success in sales is creating real solutions for your clients. Product knowledge is great but relationships, and understanding your client’s goals will help you stand out from the crowd. You’ll be able to anticipate their future needs and troubleshoot a potential problem. This means listening and focusing on the person you are working with, even if it’s on zoom. Changing The Sales Game will help you tighten the gap between you and your customer. Listen in for tips on how to become a trusted team member with resources, answers and ideas to solve the challenges they face, you’ll be happy you did. Listen here: https://lnkd.in/gNVh5rnx

This approach can help you win more sales.

If you are laying the groundwork properly you will have a trajectory through your sales process that will end up with a strong close that works for you and your customer. Let's review some tips that can help you strengthen your closing game. https://lnkd.in/gVYfThhS

If you are laying the groundwork properly you will have a trajectory through your sales process that will end up with a strong close that works for you and your customer. Let's review some tips that can help you strengthen your closing game. https://bit.ly/31TQK7D

Why change? We help business owners and leaders improve sales outcomes! One of the way we do this is with professional sales training. Some of the best sales training that many of us have ever delivered or received is sales training around what questions to ask during a prospect or customer meeting. Curious as to what you would describe as your best sales training? Your input and feedback is welcome. That said, let me be more specific. Two of the industries leading sales trainers presented the concept of Why Change? They recommended three key questions to ask: Why Change? Why Now? Why Us? What several have noticed over the years is that some salespeople seem to misunderstand the first question Why Change? Often you will hear them talking about Why Change from them to us? In other words, my products or services vs the other guys products or services. This is the quickest way to get invited to a “bake off” and usually culminates in an RFP. But that is not what Why Change is best used for. It could be but it would be much more effective if used differently. The best way to use the question Why Change is when asking about what it is within the prospect’s business environment that they need to change. For example, if they are moving 10,000 widgets per week and need to move 12,000 per week and your business solution helps them move 2,000 more widgets per week you are in a better position to win. If your customer has experienced multiple safety incidents and their insurance rates have increased then they may have need for a safer business solution. If you are aware of their safety related concerns and your product or service helps improve safety you are in a better position to win the business. How will you learn about these type of business needs without asking great Why Change questions? If your sales team could use a “tune up” on these basic sales skills and you want them to become more oriented towards customer solutions…give us a call when you are ready to talk. We can help. You can reach us at 252-420-1321. We would love to have that conversation with you. 

If you are laying the groundwork properly you will have a trajectory through your sales process that will end up with a strong close that works for you and your customer. Let's review some tips that can help you strengthen your closing game. https://lnkd.in/gykR8H8y

If you are laying the groundwork properly you will have a trajectory through your sales process that will end up with a strong close that works for you and your customer. Let's review some tips that can help you strengthen your closing game. https://lnkd.in/esYf3Nbx

If you are laying the groundwork properly you will have a trajectory through your sales process that will end up with a strong close that works for you and your customer. Let's review some tips that can help you strengthen your closing game. https://lnkd.in/eJuECWeA

If you are laying the groundwork properly you will have a trajectory through your sales process that will end up with a strong close that works for you and your customer. Let's review some tips that can help you strengthen your closing game. https://lnkd.in/ehd3nGEt

Sales is a game of constant growth: what worked yesterday might not work tomorrow. That’s why I’m always on the hunt for both time-tested and fresh insights to sharpen my skills. If you’re looking for resources to level up your sales expertise, these five books and podcasts have been game-changers for me — and they might be for you too. Books 📚 📖 "To Sell Is Human" by Daniel H. Pink: https://lnkd.in/gmiTDsjw  A fresh look at the psychology behind selling, showing how we all sell in one way or another, inside and outside the workplace. 📖 "Sales Management. Simplified." by Mike Weinberg: https://lnkd.in/gYmzni3j  Perfect for anyone leading a sales team like myself — it’s honest, straightforward, and filled with actionable advice for achieving measurable results. 📖 "Tech-Powered Sales: Achieve Superhuman Sales Skills" by Justin Michael and Tony Hughes: https://lnkd.in/gfWGywtz  The book shows how to use AI and tech to increase your sales while keeping the human touch. Excellent for staying ahead of the modern tech trends. Podcasts 🎙 🎧 "Make It Happen Mondays" by John Barrows: https://lnkd.in/gzZWdz9A  No fluff, just honest B2B sales advice and strategies to up your sales game and drive results. 🎧 "Sales Gravy" by Jeb Blount: https://lnkd.in/g_F5TK-Q Focused on prospecting and overcoming objections and productive communication with customers, it’s a goldmine for anyone working in sales. What are your favorite books and podcasts on the art of sales? Please share in the comments!