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If you are like most salespeople, you have heard of DISC during your career. Perhaps it was part of a company team-building exercise or something HR (Human Resources) had you complete during the hiring and onboarding process. It was interesting, kind of fun at the time, and something that you likely haven’t given much thought to since. But what if today you learned that fully understanding DISC and applying it to each of your sales appointments could put more deals in your pipeline, progress them more quickly, and help you close deals faster?
Video conference calls are now an integral part of many sales processes. That’s one legacy of the pandemic era that seems likely to be with us for a while. With that shift in mind, here are five videoconferencing best practices we see market leaders using to move the sales cycle forward.
Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.
George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training.
The global sales space has been completely transformed over the last year with a virtual selling environment prevailing for almost all sales organizations. Sandler’s research reveals that 71.4% of participating sales managers and sales leadership report that their sales process has changed as a result of transitioning to remote commercial trading. Unfortunately, 63.2% don’t have a plan.