Unlock the 5 elements of a modern sales process with Chris Peterson

In sales, adaptability is everything. One trend I'm noticing is the increased importance of consultative selling, where understanding the customer’s unique challenges leads to tailored solutions rather than just pushing products. This approach drives value and long-term partnerships. How do you incorporate consultative techniques into your sales process?

If anyone is interested in developing their skills in Sales, a quick thought based on my experience that might be helpful. 💬 Here are some tips for developing this skill: Take time to listen to the clients needs, or future customers needs. If you have what everyone needs. Well it’s just small talk, let’s close the deal. ROI Products

Most salespeople don’t lose opportunities because of price, product, or even presentation. they lose them because they forget to follow up. It sounds simple, but it’s true: the biggest gap in most sales teams is the absence of a real system for follow-up. And that gap could be costing you up to 75% of your potential revenue. In his latest article for Security Business Magazine, Chris Peterson outlines the five steps to build a repeatable follow-up process; one that guarantees you never miss another opportunity. Read “Modern Selling: Follow-Ups - The Secret to Sales Success” in the October issue of Security Business. https://hubs.ly/Q03PZ0DT0

If your team can't close deals without you in the room, you have an Positioning problem not a sales problem.

First meetings can make or break a deal. Lee Salz shows exactly how to make them unforgettable (and profitable) in The First Meeting Differentiator. Every sales pro should have this on their desk.

Sales 101: Stop Selling, Start Solving The best salespeople don’t push products, they solve problems. When you shift from chasing commissions to truly listening and matching solutions, closing deals becomes effortless. Remember, Solve first, sell second. The results will speak for themselves. Are you solving or just selling? Drop your answer in the comments #Sales101 #RealEstateTips #Vivaderealtor

The best salespeople aren't warriors. We love the combat metaphors in sales. "Crushing quotas." "Winning deals." "Going to battle for the client." But that's not what great selling actually looks like. The best salespeople I know operate more like Sherpas. They ‘guide’ prospects through their own decision-making process rather than push them toward a predetermined destination. When you approach a sales process as an adventure rather than a battle, something fundamental shifts: You’re in conversation. Customers want to be heard, not conquered. Trust is what drives confident, lasting decisions.

Being nice and authentic in sales is more effective than having the "perfect pitch". No one wants to hang out with a know at all who doesn't give you room to speak.

he 70/30 Rule of Sales Sales reps spend only 30% of their time actually selling — the rest goes into admin tasks and meetings. Focus time is the real superpower in sales.

When you sell based on price, you’re fighting uphill. When you sell based on value, you’re guiding the client uphill with you. Gap Selling 101 — the magic happens when you uncover the gap between where they are and where they want to be. Your solution simply becomes the bridge. Stop selling features. Start selling outcomes. That’s real value. 🌋 #Sales #GapSelling #ValueBasedSelling #NEPQ #SalesLeadership