Sharpen Your Sales Skills

Terry Slattery Published in Selling Power Magazine

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We are excited to promote this new article in Selling PowerMagazine, written by Terry Slattery. He outlines the complex sales technique that defines the true costs of not going with a high-value product or service. The article reminds sales professionals of one more way to overcome price sensitivity and identify the true emotional customer in the transaction — the person who has the most to lose by choosing the wrong solutions. See the article here and watch for more of Terry’s insights in this great magazine!

The Meeting After the Meeting

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Terry Slattery of Slattery Sales Group describes what happens when logical and emotional customers come together after meeting with the vendor in complex sales cycles. He also talks about what logical customers care about (lowest price) and what emotional customers care about (best possible solution and lowest total cost of ownership over the life of the solution).

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

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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

Blog Category: Communicating Business Differentiation, Blog Category: Sales Qualifying Questions
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

Blog Category: Sales Training Exercises, Blog Category: Winning Complex Sales
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

Blog Category: Advanced Sales Training, Blog Category: Winning 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

Blog Category: Advanced Sales Training, Blog Category: Sales Qualifying Questions
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

Blog Category: 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.