October/November 2017 Issue


  • Prospects Will Sell Themselves. You Just Have to Let Them!
  • Learning Product Management Skills vs. Training: Big Difference!
     
In the Trenches FAQs
  • Product Usability & Its Impact on Revenue
Product Management Playbook 
  • Sales - Demonstrating Solutions vs. Products 
Sidebar
  • Why Salespeople Should Have More Business Conversations With Buyers
 
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Customer Goals Drive Everything
Create Your Own Custom Workshop
Flat Rate Fees
 
Markets and Customer Goals

Opportunities and Priorities

 

 
Build and Deliver


Market and Sell

 
Present and Demo

 
Certification

 

 

 

Framework


In this issue we discuss the value of listening as one of the most overlooked sales skills, and the value of business conversations that don't involve products.

We also examine product usability and its impact on revenue, plus tips for better sales demos.

Be sure to check out our brand new lineup of advanced training programs. Learn how to accelerate your growth by delivering, marketing and selling solutions that make customers measurably better at what they do.

Enjoy our October/November issue!
 
 
John Mansour, Managing Partner
Prospects Will Sell Themselves.
You Just Have to Let Them!
 
 

Listening just might be the most underrated and overlooked sales skill of all. If you let buyers talk long enough, they'll eventually talk themselves into buying whatever you're selling.

Try these three tactics with your next prospect and the odds of a desirable outcome go up exponentially.


Learning Product Management Skills vs. Training
The Big Difference!
 
 

There's a significant difference between learning product management skills and going through a product management training course. Learning is where things get far more interesting.


In the Trenches 
FAQs For Inquiring Product Management Minds

 
  1. How can product usability drive more revenue?

Product Management Playbook 
 
Quick Refreshers to Keep Your Team at the Top of Its Game
 
 
 
  1. Demonstrating Solutions vs. Products 
Why Salespeople Should  Have 
More Business Conversations With Buyers
 
When prospective customers agree to meet with salespeople, they're expecting the hard sell, which means their defenses automatically go up. Surprise them. 

Instead of going through the obligatory "we're here to meet your needs" dialogue before launching into a product spiel, salespeople should take a genuine interest in the buyer's business and talk about things that are important to them.

It's the secret sauce that tells buyers you're more knowledgeable about their business than the competition, which creates stronger preference for your company.

In other words, salespeople are the face of your company. The more knowledgeable they are about the business of their buyers, the stronger the buyer's preference for your company vs. the competition. Why? In the buyer's mind, greater knowledge of their business translates into higher-value products and services.  

When the sales process gets to the product evaluation, buyers that already prefer you are just looking for enough proof points in the product to support a decision they've already made.

Can 80% of your salespeople have a good old-fashioned business conversation with buyers that doesn't involve products? 

If the answer is no, you're leaving a lot of untapped revenue on the table. 

Contact Proficientz to discuss a unique form of sales training that's focused on helping your sales team have credible business conversations to facilitate the sales process and create stronger preference for your solutions.