Customer objections come with the sales territory (no pun intended). We earn every “yes” we receive, having at times just climbed a mountain of “no’s” to get there. Objections are all around. But we’re human—they can bug us, and from there we can quickly become discouraged about the whole sales..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
Imagine this: You’re selling cars. A couple with a new baby walks in. You greet them at the dealership doors; you make cooing sounds at their bundle of joy. You start the needs conversation: features, price range, etc. They explain that now that they have a child they’re looking to trade in their..
Sales is a challenging profession, in part due to all of the obstacles we face in the normal course of trying to win business: We’re at the mercy of multiple decision makers, we have to position ourselves as better than the provider our customer is already using, and we have to be sure our products..
Take a moment to ask yourself these questions: What does my company sell? Who are my buyers and how do they benefit from my products and services? How do we differentiate ourselves from the competition?
In order to sell successfully, everyone in sales should be able to answer the above key..
At Janek, we’re fortunate to have great sales trainers who’ve been with us for years. But from time to time, we’ll also welcome new hires to the staff when an individual with an exceptional background in sales and education applies to become a sales trainer for us. Among other things, the steady..
It’s a new year, and that means new sales targets are on the horizon. In all likelihood, they have been scaled up from prior years.
Announcing the annual sales target could cause your sales team frustration and fill their minds with anxiety-ridden questions:
- “Will I be able to meet my company’s..
In last week’s blog we set out a case for why onboarding millennials to your sales team will benefit your organization. Now we want to cover some specific realities and challenges that come with having millennial sales professionals on your team, and talk about best practices for coaching them.
You hear a lot about a brave new sales world these days: trends, gadgets, and gimmicks that will transform the way you do business. Block out the white noise of that for a moment. The fact remains that the most significant “trick” in sales is no gimmick at all; it’s conducting an effective..
The year’s coming to a close. Now’s the time to capitalize on a fresh new start, reflecting on the year rapidly spinning out behind us, looking to the horizon of the new one, and examining where to make changes and how to set improvements in place. Below are some ideas to get you started thinking..
While many CEOs come from finance or operations, a good number of them started out on the sales floor. In fact, about 20 percent of the more than 200,000 men and women serving in chief executive positions today began their careers in sales, including icons such as Larry Ellison of Oracle, Jim..