Contrarian Sales Techniques

JANUARY 29, 2023

In addition, understanding your product or service allows you to anticipate and address objections before they even come up. This can make a huge difference in the sales process and help you close more deals. But it's not just about understanding the product or service itself.

Product Knowledge 52

Product Knowledge Sales Sales goal Sales process 52

Integrity Solutions

APRIL 8, 2024

When we conducted a survey looking into the factors that make a difference in sales performance, 84% of sales leaders told us that beliefs (mindset) and values (a general desire to create value for the customer) are at least as important as selling skills and product knowledge.

Sales 73

Sales Training Product Knowledge Management 73

Integrity Solutions

APRIL 8, 2024

When we conducted a survey looking into the factors that make a difference in sales performance, 84% of sales leaders told us that beliefs (mindset) and values (a general desire to create value for the customer) are at least as important as selling skills and product knowledge.

Sales 64

Sales Training Product Knowledge Management 64

Integrity Solutions

MAY 13, 2021

You can teach salespeople all the product knowledge and selling techniques in the world, but that’s not going to make buyers trust them. Trust, that building block of relationship sales, comes down to integrity. By contrast, the more you try to understand someone’s wants or needs, the more attracted they are to buy from you.

Ethics 86

Ethics Sales Sales process B2B Sales 86

Integrity Solutions

JULY 20, 2021

Forrester’s What B2B Buyers Crave report observed, “Too many B2B marketers underestimate the importance of branding to their success, focusing instead on a product-based appeal to buyers.”. Early in the sales process, buyers will care more about the value and insights you bring to them than the nuts and bolts of what you’re selling.

Sales 126

Sales Training B2B Sales Sales goal 126

Integrity Solutions

JULY 20, 2021

Forrester’s What B2B Buyers Crave report observed, “Too many B2B marketers underestimate the importance of branding to their success, focusing instead on a product-based appeal to buyers.”. Early in the sales process, buyers will care more about the value and insights you bring to them than the nuts and bolts of what you’re selling.

Sales 52

Sales Training B2B Sales Sales goal 52

Integrity Solutions

MAY 24, 2023

Successful sales people know is about doing something for the customer – not to the customer. All the product knowledge, core selling skills, time and CRM management capabilities are far less impactful to the ultimate success of a salesperson than their core attitudes, beliefs, values and motivations.

Training 52

Training Sales Management Sales Management 52