Monthly Archives: June 2011
Technology Replacing Sales Reps
Will technology replace sales reps? A recent Wall Street Journal article (http://on.wsj.com/m8dEMx) seemed to indicate that this is the trend in some Pharma companies. While the size of sales forces continues to shrink, the use of digital selling tools is expanding. … Continue reading
Closing for the Business
Have you ever been in a situation when you asked a closing question and felt uncomfortable? Many sales people admit to including a close as part of their sales dialogue only when they are being observed by their manager. How … Continue reading
Asking the Right Questions
“If I could save you $100 over the next 3 months on your phone bill, would you be interested?” Few of us would want to say no to saving $100 but many people will respond “No” to this question, just because they don’t want to deal with a sales person. We’ve all encountered sales people who ask these “set up” questions and in many sales training classes, this technique is still taught. How unfortunate! Continue reading
Sell in the Comparative, Not the Superlative
It is often easy to spot a new sales rep who is fresh out of training. They are usually very enthusiastic and passionate about their products—and often use superlatives when describing what they sell. However, I would contend that superlatives … Continue reading
