The first sales methodology I’ll review is SNAP Selling by Jill Konrath, first published in 2010. SNAP Selling is first about understanding how the frazzled customer thinks. They are overwhelmed and have limited time. SNAP Selling is a framework to begin understanding how the buyer thinks, how to put them in the right frame of mind to be receptive to learning about your offering and how to gain insights that will help put you in the best position to win the business.

Each day over the next 14 days I’ll analyze one of 10 popular sales methodologies. Then I’ll share which I believe are the top three and why. Finally, I’ll reveal which one I believe is foundational and why. It will be fun and informative. Thank you for listening!

Cover a lot in this episode. Last week at Funnel Hacking Live was a terrific introduction into increasing conversions using sales funnels. In coming weeks I’ll be breaking down the Top 10 Sales Methodologies in use today. Also - and always - exploring Leadership as a way to become a sales leader.

If you’ve been in sales for 10 or more years you’ve seen how dramatically B2B sales has changed in that time. Interruption sales tactics ie. “ambushing” the prospect by cold calling is no longer effective. Sending cold email is almost as bad as prospects receive in many cases hundreds of emails per day and aggressive filters have you in junk mail more often than not. You’ve got to find other ways to schedule time with your prospect and of course you need to make a great first impression but also need to know how to manage the call. There is a lot to this. Focusing on your professional development is a key part in becoming an effective B2B sales representative today.

I offer part-time sales management and sales person development services for business owners of small to medium-sized companies. On the podcast we’ll explore the ideas and tactics to grow sales and develop the effectiveness of your sales people.

I’m having success converting leads which had been marked as “not interested” in our CRM app. There are several reasons why someone may decline your proposal. But if enough has passed it may be worthwhile to circle back and see if they’re in a different frame of mind. You may secure the sale!

Situational Leadership is a framework which guides leaders in selecting the correct behavior to influence followers based on their readiness to complete a task. When applied to leading sales teams Situational Leadership can be used to incrementally improve the performance of the middle performers of your sales team.

Asking good questions during a sales meeting is a very persuasive form of communication. It is important to understand your sales cycles and call objectives to develop effective questions and questioning skill.

How you are perceived by the buyer and the effect on selling success is different in small sales versus large sale. Working on your professional presence and demeanor is critical to sales performance.

In this episode I discuss two types of questions; questions that open doors and questions that close sales. The two scenarios Are smaller, one call close sales and complex, larger sales. There are different questions to ask for each scenario.