| What We Do: We train salespeople on the most effective tactics for selling software and high-tech products. Our Clients: We work with firms selling software and high-tech products and services via Inside (Professional Tele-sales) and Outside (Direct sales) teams. The Results: More sales with less effort! Salespeople will learn practical selling skills and tactics, allowing them to spend more time with those prospects who are most likely to buy. |
| Software and High-Tech Sales Training and Consulting |
Is your sales team...
Reluctant to make cold calls?
Wasting time giving demo's to prospects who can’t buy?
Frustrated with buyers who download a free trial and then disappear?
Spending more time answering technical questions than prospecting?
Wasting time giving demo's to prospects who can’t buy?
Frustrated with buyers who download a free trial and then disappear?
Spending more time answering technical questions than prospecting?
| CONTACT INFORMATION: Toll-free phone: 866.760.5626 Email: info@honorableselling.com |
| We teach practical sales skills (not process or theory) All course material can be put into immediate use Our workshops are interactive working sessions (not lectures) with numerous role plays and exercises to practice & master the techniques that we teach |
| Why Honorable Selling? |
| Honorable Selling, Inc. |
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Free Sales Tips and Resources!!!
This section of our web site contains numerous
articles, calling scripts and templates to help you sell
more now. Best of all, these sales resources are
absolutely free!
Take a look at our cold-calling scripts and voicemail
templates and learn the three P's of telephone
prospecting. Discover how to align your sales
strategy and tactics with your customers Natural
Buying Process™. And learn the most effective way
to make a lasting impression at your next networking
event or trade show. Click here to access these
sales tips and resources!
This section of our web site contains numerous
articles, calling scripts and templates to help you sell
more now. Best of all, these sales resources are
absolutely free!
Take a look at our cold-calling scripts and voicemail
templates and learn the three P's of telephone
prospecting. Discover how to align your sales
strategy and tactics with your customers Natural
Buying Process™. And learn the most effective way
to make a lasting impression at your next networking
event or trade show. Click here to access these
sales tips and resources!
| Check out the new HONORABLE SELLING BLOG AT WORDPRESS (http://honorableselling.wordpress.com) Below is a recent post |
Forget about your sales process…!
That’s right – for the next 3 minutes, let’s try an experiment. I am
going to ask you to completely forget about your sales process.
Instead, let’s focus on something that’s far more important.
How do your customers make a purchase decision?
Or, to use a phrase that I coined, what is their Natural Buying
Process?
What is it that they think, say or do - long before they have visited
your Web site, read the latest Gartner report or attended one of
your Webinars. Do you know – do you even care?
You should.
Most sales teams spend an inordinate amount of time and money
defining and implementing a sales process to improve their sales
efforts. Often, these “sales processes” are in direct conflict with
how their customers prefer to buy. Here is an example.
I own a Condo that I rent. Right next door a new Condo complex
was going up. I called to inquire about “ballpark pricing” for a 2
bedroom Condo. I was told that I could not get that information
until I submitted paperwork that proved I was pre-qualified to buy –
before I even knew the price! Wow – that is a sales process gone
horribly awry!
Take a look at this description of the Natural Buying Process. Feel
free to download and use this template to help you analyze how
your customers make purchase decisions. Now, compare this to
your sales process. Are they in alignment? If so, great!
If not, maybe it’s time to adjust your sales process so that it is in
alignment with your customer’s Natural Buying Process.
Greg Johnson
greg@honorableselling.com
That’s right – for the next 3 minutes, let’s try an experiment. I am
going to ask you to completely forget about your sales process.
Instead, let’s focus on something that’s far more important.
How do your customers make a purchase decision?
Or, to use a phrase that I coined, what is their Natural Buying
Process?
What is it that they think, say or do - long before they have visited
your Web site, read the latest Gartner report or attended one of
your Webinars. Do you know – do you even care?
You should.
Most sales teams spend an inordinate amount of time and money
defining and implementing a sales process to improve their sales
efforts. Often, these “sales processes” are in direct conflict with
how their customers prefer to buy. Here is an example.
I own a Condo that I rent. Right next door a new Condo complex
was going up. I called to inquire about “ballpark pricing” for a 2
bedroom Condo. I was told that I could not get that information
until I submitted paperwork that proved I was pre-qualified to buy –
before I even knew the price! Wow – that is a sales process gone
horribly awry!
Take a look at this description of the Natural Buying Process. Feel
free to download and use this template to help you analyze how
your customers make purchase decisions. Now, compare this to
your sales process. Are they in alignment? If so, great!
If not, maybe it’s time to adjust your sales process so that it is in
alignment with your customer’s Natural Buying Process.
Greg Johnson
greg@honorableselling.com