Lynne McCandless’ Post

I just reread Fred Diamond's excellent book Insights for Sales Game Changers, published in 2022. Here are ten great lessons from the book's elite sellers and sales leaders. Elite sales professionals... 1. Truly make the conversation about the customer and their customer's core imperatives. 2. They must have exceptional communication skills and think deeply about what they are communicating and how. This requires a deep investment of time and energy. 3. Take a systematic approach to engaging their customers and rallying internal support to get the proper customer outcomes. 4. They are skilled in asking questions, deep probing questions that result from taking the time to understand their customers' challenges. 5. Approach their job as a problem solver rather than a transactional seller. 6. They are authentic, empathetic, and creative and believe they can deliver value, results, and outcomes that make a difference. 7. Are empathetic, care, and listen. Essential skills to understand where a customer is and build trust with them. 8. Deliver extreme value through their deep knowledge, experience, and understanding of the markets and solutions that solve their customer's problems. 9. They are continuous learners, learn and adapt when they make mistakes and are coachable. 10. They are able to differentiate themselves and their company's solutions and offerings from others in the markets they compete in. Fred Diamond,Justin Christiansen,Jason Kimrey,Erin Moseley,Lynne McCandless,Gretchen Stewart https://lnkd.in/eURq-7Wq

Are you ready to connect better and sell more? We know more than ever before about the human brain, emotional intelligence and how we make decisions – but most of us are still unaware of how to apply these new insights to selling. Most sales methods have not adapted to today’s selling climate. Through our training programmes, let’s bring your people up-to-date and ready to make more sales, without hard sell techniques. Read how we can help you and your teams: https://lnkd.in/eggWKVRA #Sales #training #leadership #growthmindset

Are you ready to connect better and sell more? We know more than ever before about the human brain, emotional intelligence and how we make decisions – but most of us are still unaware of how to apply these new insights to selling. Most sales methods have not adapted to today’s selling climate. Through our training programmes, let’s bring your people up-to-date and ready to make more sales, without hard sell techniques. Read how we can help you and your teams: https://lnkd.in/dfuDjvrY #Sales #training #leadership #growthmindset

Next mini-workshop "Best PI Profile for Sales" on 9/26 @ 10 AM AZ. Ever wonder why your top salespeople are driving you crazy? Crazy = feuding with accounting for not turning in receipts or filling in SOWs properly. Bonkers = Not putting notes in their CRM. Bananas = Waiting til the last week of the period to close deals. Sound familiar?It might be the way they’re hard wired. But even worse, they may be having an adverse financial impact in your org because they’re focusing too much on the easy wins. Join me in a 30-minute mini-workshop to learn three secrets that can help them close the highly-profitable deals beyond the cherry picking they do today. Register now! https://lnkd.in/g3Zef69C  #sales #leadership #training

The heart of your success – building stronger client relationships! Mary Ann McLaughlin shares how moving beyond emails and LinkedIn requests to foster voice-to-voice and face-to-face connections can transform your sales success. (Includes supporting stats and action steps for better conversations and relationships!) #Sales #Leadership #ClientEngagement #RelationshipBuilding #ButlerStreet https://hubs.li/Q02FV51M0

It will always be about connecting. My challenge to you is this: try to move 25% of your client/prospect email communications to phone? I don't know about you, but I can't imagine an email only relationship with any of my customers or friends. Take initiative to build relationships. Don't take the easy way out. Pick up the phone - become a super communicator! #saleseffectiveness #Butlerstreet #connecting

Micromanagement is one of the keys to sales success but salespeople seem to strongly resist it. Salespeople really should learn to micromanage themselves. Ever considered that the secret to President's Club success might be found in salespeople micromanaging themselves? The world's most impactful sales teams have mastered self-micromanagement. 👉 Scrutinizing every detail, every move they make. Making themselves accountable for their inputs, not just their outputs. The best sales reps aren't merely tasked with achieving targets. They keep a strict eye on what they're putting into the job - the strategies, the hours, the approach. They micromanage themselves. Sales leaders should empower their salespeople to embrace self-micromanagement so that micro-management isn't something done TO a salesperson. Ain't nobody got time for that. If you found this post useful - here's something else that can help you. Check out this free Playbook for Running an Effective Salesperson 1 on 1 Avoid the mistakes I've made with 1 on 1s in the past and follow this guide. https://buff.ly/3tqYwGn

Need a 50% Increase in Net Sales Per Employee: Discover how continuous sales training and development can elevate your team's performance. Explore essential sales excellence principles in our insightful article: https://ow.ly/kQmy50QI6pL #sales #training #skills #learning #management #leadership

Companies are planning their 2025 SKOs and Q1 seems to be the popular timeframe. Many want training on the agenda.... the checklist below can help plan and prioritize. Connect with Janek for support and direction.

Maximizing Seller Productivity: Two Sales Leaders’ Success Stories Using Relationship Map. https://buff.ly/3TbGu56 #sales #leadership #salestips #salesprocess