Natural Training Sales Blog
Probing Questions have the magical effect of re-prioritising issues in the mind of your customer. They are simply brilliant, and a highly coveted skill for any sales person. It’s hard to sell effectively without understanding your customer’s issues. Issues can create headaches, and headaches create needs, and needs create sales. Sometimes, however, people are not...
Today, the most effective salespeople offer unique insight to customers that help to drive their business and offer them value. Think about one of your friends who might be a ‘go-to’ person – a really great problem solver. A natural problem solver is able to clearly think something through, ask the right questions, get a...
A strong value proposition separates you from your competition and makes your business stand out in your customers’ eyes. So it’s vitally important that you can create one that is clear, compelling and different. In this article we will look at what it is and what it isn’t and guide you through exactly how to...
What is Value Selling? Value selling is an important sales technique that relies on showcasing and building on the core value of your products & services. This philosophy of sales can be one of the most effective techniques for generating income, enhancing profit, and gaining long-lasting customers. When selling value, you and your team focus less...
What is a Trusted Advisor in sales? A trusted advisor is a sales professional who establishes credible commercial relationships with clients. Clients call on them for help and strategy and their position is escalted from "seller" to trusted advisor. There are various levels of relationships that we can have with customers. It’s important to note...
If you have been building pipeline all year, in order to move them to a close, you need to have some killer sales closing questions up your sleeve. We’re going to talk about what we think is the best sales closing question, and it works particularly well for higher value, enterprise deals. The best questions...
In this article, we will look at 5 ways Channel Account Managers (CAMs) can impact sales & improve their channel relationships. The role of a Channel Account Manager is incredibly challenging. You must compete for mind share against other vendors every day, persuading and engaging salespeople to sell your solutions to customers, building new pipelines,...
What’s the one sales question you probably never ask, but should be asking yourself every day? Let’s take a look at some of the day-to-day challenges and frustrations we face in sales. We want to offer you a different way of dealing with them. Have you ever asked yourself any of the following questions? –…
In this blog we will look at 4 ways you can increase your chances of getting in front of and impressing c-level executives. Firstly, how do you get that elusive meeting? Gatekeepers A big mistake in selling to the C-Suite is to see the gatekeeper as an obstacle. Many CxO’s have PAs who know them…
When it comes to sales prospecting, it is often thought that exceptional salespeople have extraordinary talents. This is incorrect. The best sales people simply spend their energy on revenue generating activities and spend less time on the activities that tend to get in the way of success. Less paper shuffling and chats with colleagues, and...
In recent years, the role of Pre-sales has undergone a significant evolution. Today's Pre-sales reps and Solution Engineers are expected to be trusted advisors, thought leaders, and valuable resources who can collaborate with clients to solve their most pressing business challenges. A consultative approach One of the most significant changes in Pre-sales is the move...
We've all been through the painful and costly process of recruiting new sales people into the business. But it doesn’t end there. Once in, you want your new hires to be productive, become part of the team and hit their targets… all in the shortest time possible. This is where a successful sales induction or...
