Welcome to SEI Newsletter 017

As I go through each week, experiences that I have shine lights on areas where I see sales teams not performing effectively.

Sometimes it’s with my clients or even in conversations with companies. Other times it's as a customer in the world going through the sales process that a company thinks is effective.

This week the big themes I saw were around stated and unstated concerns by prospects (and if salespeople actually know the difference between a concern, a question, and an objection), as well as sales leaders (especially front-line managers) mindset around challenges and change. I also revisit the topic of new hire training, with a new perspective on explaining the value of building it in a certain way.

Selling Effectiveness

Most salespeople focus on objections.

Having the right, best responses memorized. Practicing what they will say in certain situations.

Being ready at a moment’s notice to confront and overcome an objection.

It’s viewed as just being a part of sales.

Objections happen. It’s normal, standard, expected.

I have written before about how objections aren’t actually a requirement of being in sales.

Read more [https://go.sellingeffectiveness.com/LI.10.15.AM ]

Leadership Effectiveness

Challenging situations and scenarios will always come up in business. (And in life!)

It’s a part of business. Sometimes it’s the market that has changed, or the customer’s desires and/or expectations from companies like yours, or the economy, or marketing.

Sometimes it’s just an evolution that must occur in business to always keep moving forward.

When challenging times occur, what is your response as a leader?

Read more [https://go.sellingeffectiveness.com/LI.10.15.PM ]

Sales Operation Effectiveness

Is your new hire training effective?

Can you get new salespeople up to competency in the right way in an ideal timeline?

Is either of these two modes what your current new hire training is structured like…

Read more [https://go.sellingeffectiveness.com/LI.10.16.AM ]

To your success,

Jason Cutter

CEO/Founder

Selling Effectiveness Institute

PS. Its that time of year here in Florida…we had our first ‘cold front’ start today. Low of 60, high of only 80 today. Brrr…time for cold weather gear down here. When you hear that – wherever you live…does that make you laugh and say ‘you think that’s cold???’ And to be clear…I don’t think it’s cold at all...but it’s all over the news.