Coming Soon --- The Future of Sales Trainnig

Sweeping change is happening in business.  That's why GRa is changing.  We will be offering more comprehensive, professional sales development programs, on-line learning, along with live coaching and private tutoring.  Our programs will be reality-based, up-to-date and cost-effective.  New GRa training and development workshops will be thought provoking, problem-solving and action-packed.  


Stay tuned for the future of Sales Training.

www.grasolutions.com

Sell To Your Buyers --- Not To Yourself

What are your buying habits?  Do you study and compare prices or are you more impulsive, enabling you to enjoy your purchase immediately?  Whatever you value as a buyer may not be the same for your buyers.  People buy for their own reasons; not yours.   As the seller, put your own buying habits, reasons and values aside and pay attention to your customer's pace, emotions and questions.  What may seem odd to you may be the key to the buying decision.


For more about buying habits, reasons and values.  Call GRa today.  910.617.1817


Be a professional --- Not a peddler

Can the Script

Do you sell from a script?  Whether it's written or memorized, a script is for actors, not professional salespeople.  When you sell from a script, you sound, well,  insincere and unpolished.  If you are given a script by your company, change it to your own words.  Make it flexible and allow for customer interaction.  Then, throw away the script and be yourself.


For more on Professional Selling, call GRa today.  910.617.1817

Sorry I Asked

Do you ever oversell?  Some salespeople feel that they must say as much as they can as fast as they can.  If the buyer nods or seems interested, the pace picks up and the salesperson becomes more overbearing.  This isn't really selling --- it's suffocating.  While the buyer suffers through the mounting storm of hot air, he or she  looks for excuses to escape.  The result is an exhausting experience for both buyer and seller.


For more on Potent Presentations, call GRa today.  910.617.1817

Busyness or Business???

Are you too busy to sell?   Busyness often gets in the way of business.  There are so many tasks to do that we often lose track of what is urgent and what is important.  Getting quotes out on time, checking on deliveries, making appointments and keeping in touch are all part of the job.  Some of these activities are important but not as urgent as others, while other activities are urgent, but not so important.  Knowing how and when to take action is key to scheduling your time.


To learn more about efficient use of time,  call GRa today.  910.617.1817

What's So Good About It???

How do you respond to the replies, "sounds good" and "no problem"?  These affirmations are so common that we often let them go without further clarification.  What exactly is your buyer actually saying?  Perhaps they're merely a speech habit.  Nonetheless, these words are meaningless without solid confirmation that  what your buyer is thinking is, in fact, moving your sales efforts ahead.  When a customer says "don't worry," perhaps you should wonder what could go wrong.


For more on common words and phrases that kill or delay sales, call GRa today.  910.617.1817

Getting to Know You

What do you know about your customers?  Today, via search engines, you can find interesting information about people. For example, if someone  has written a book or published a paper, you can read about him or her on-line.  The more you know about your buyers, the easier it is to bring up subjects of common interest.  When calling prospects for the first time, you might mention an area of commonality.  Doing so helps to create interest.   Nearly everyone likes to talk about themselves, so give your buyers the opportunity to do so.  Seeking Commonality is a key component of the early Relating Process.   


For lots more on Relating Skills, call GRa today.  910.617.1817