TRAINING HONORABLE MENTIONS
Would you ever get into a plane with a pilot who did not know how to fly? Or eat at a restaurant with a chef who did not know how to cook? Amazingly, organiza- tions hire professionals without any business knowledge or experience. And that’s where Advantexe comes in. Advantexe is an award-winning performance improve- ment organization specializing in business acumen, business leadership, and strategic business selling solutions – all incorporating computer-based business simulations as the catalyst for learning. We partner with leading companies to design, develop, and deliver customized solutions that build the skills to achieve desired business and sales results. To accomplish this, Advantexe provides integrated “learning journeys” that incorporate adult learning methodologies and a learn-by-doing approach to ensure maximum return on training investment.
www.advantexe.com | Tel: 610/828-8707
Unboxed’s sales training starts with a unique framework and methodology that’s customized for each client. It blends world-class production with micro-learning to teach reps more in less time. And clients own their training with- out paying annual licensing fees. Unboxed’s technology solutions include Spoke – a social learning platform that uses collaboration, gamification, and communication tools to keep employees engaged – and Advisor, a guided selling tool that makes needs-based recommendations and explains complex products and services using interactive demos.
www.unboxedtechnology.com | Tel: 888/723-9770
SELLING TIPS Selling Benefits
Although “How will I benefit?” may be one of the most important questions in a sales producer’s mind, it is also one of the most important questions in a customer’s mind. When dealing with custom- ers, push aside the “What’s in it for me?” until the call is over and the sale is made. Your job is to pres- ent the customer with “what’s in it” for him or her. As you sell the product, sell its benefits. The power of the sale comes from the product’s personal ben- efits, not the product itself. As you present your product, present its benefits. The more benefits the customer receives from your product, the more benefits you will reap from a sale.
– SELLING POWER EDITORS
Kurlan & Associates helps companies of all sizes – from more than 200 industries – grow revenue, improve mar- gins, recruit stronger salespeople, and develop high- performing sales organizations. The Kurlan team provides cutting-edge tools, content, coaching, and consulting along with an interactive approach to training with an emphasis on role-play.
www.kurlanassociates.com | Tel: 508/389-9350
Get Ready for the Next Dip
Although business is back in most major markets, there are always dips. Here are four very quick tips for selling through slow markets: • Check your attitude. Is business really that slow? Stay positive and focus on customers.
• Adapt your target market. Change or modify your target customers. Somebody is making money and needs your products.
• Ignore the media. They target emotions – especially fear – to sell their own advertising. Bad news and job cuts get attention, not the good news.
Unlike traditional sales training companies, Unboxed Technology is a strategic partner that makes the complex simple with a smart mix of custom training and sales en- ablement solutions that has helped Fortune 500 compa- nies increase YOY sales by up to 60 percent and employee productivity by up to 40 percent.
28 | JUNE 2017 SELLING POWER © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
• Remember that people love to buy, whether the economy is up or down. Consumers always want new gadgets. Smart businesses are al- ways looking for great deals.
– HENRY CANADAY
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