Sharpen Your Sales Skills

Learn The Difference in Price, Cost and Value in the Sales Process.

Sales Training Questions

In this video, Terry Slattery of Slattery Sales Group discusses the difference between price and cost in relation to overall value. You may pay a lower up-front price, but the cost over the lifetime will be greater. The total cost includes the value of missed opportunities due to market delay. Learn what questions to ask in the sales process to engage the logical customer and close the sale.

Learn How to Improve Sales: Table Stakes and Differentiating Value

Table stakes are the very minimum that it takes to be seriously considered as a contender to your prospect. In this recording, Terry explains how to improve sales and use your differentiating value to stand out from the competition during the sales process. Listen to this sales training audio:
Table stakes are the very minimum that it takes to be seriously considered as a contender to your prospect. In … Read More...

Isolation in a Complex Sale

What is isolation during the sales process? Terry Slattery answers this question and tells you the sales skills needed to break the isolation and move to getting a sale. It’s the goal of a good sales person to use isolation after the decision process. Learn the two key ways to break the isolation: reach the emotional customer and work with the logical customer. Listen to this sales training audio:
What is isolation during the sales process? Terry Slattery answers this question and tells you the sales skills needed to … Read More...

Increase Sales: Understanding Complex Sales

How do I know if i am in a complex sale? What differentiates a complex sale? Most sales advice you will find is about simple sales; complex sales are more challenging, yet usually provide more revenue and are worth pursuing. Terry Slattery shares the sales skills needed for complex sales. Learn how to identify when you are in a complex sale and what differentiates a complex sale from a simple sale. Listen to this sales training audio: 
How do I know if i am in a complex sale? What differentiates a complex sale? Most sales advice you … Read More...

How to Identify the Right Prospect

How do you discover the right prospect inside of an organization and reach them with a compelling message that speaks to their pain? Terry walks you through an exercise to identify the logical and emotional customers in your prospect organizations. and demonstrably better about you in this video.

Using Consequences for Winning Complex Sales

In this video, Terry Slattery of Slattery Sales Group discusses how to use the consequences of not choosing your solution as a way to win complex sales. He discusses the long term benefits of choosing a solution based on consequences and how to have this conversation with your prospective clients. He also shares how to make your expertise a valuable differentiator in the sales process.

Talking to Customers About Cost vs. Price

In his sales management training series, Terry Slattery of Slattery Sales Group shares how to talk to customers about cost versus price. He tells the story of a high value manufacturer that saved the customer hundreds of thousands of dollars, even with a price tag that was 40% higher than the competition.