If I could give salespeople training in only one thing, I would pick any of the fifteen things on this list before I would train them on “social selling.”How to Cold Call and Book Appointments: There isn’t anything higher on this list because cold calling is what would improve most salespeople’s results faster than anything else.How to Overcome Objections (or Resolve Concerns): No matter how good you are, without the language and rationale to deal with objections, you aren’t creating or winning an opportunity.How to Differentiate Themselves and Their Company: I’ve never asked a salesperson what make their company different and gotten a compelling response, even when their leadership team believes they know their differentiators.How to Leverage the Buying Cycle: Salespeople would benefit more from knowing how to serve their dream clients as they go through the stages of buying more than anything they might learn about Twitter.How to Understand What Makes an Opportunity: Unless and until your dream client agrees to pursue change with you, you don’t have an opportunity.Why They Need to Follow Their Process: Most companies don’t follow a process, and neither do their salespeople. I’d teach them why they should follow it and how it helps them win.How to Target and Nurture Their Dream Clients: Too little time, too many prospects. You have to focus on the clients for whom you create the most value. You need to nurture those relationships.How to Plan a Sales Call: Honestly, most salespeople don’t plan their sales calls at all. It’s a mistake to waste a client interaction.How to Open a Sales Call: Without the ability to open a sales call effectively, you quickly come across as an amateur and a time waster.How to Do Good Discovery: Without understanding your dream client’s most strategic needs, it’s difficult to be compelling, and it’s more difficult to frame your solution.How to Gain Commitments: First, most salespeople don’t know all the commitment they need, and when they do, they don’t have the language to gain those commitments. I’d teach them to close.How to Build Consensus: No one builds consensus on LinkedIn. Complex sales require consensus. Without it, you lose to the status quo.How to Think Like a Businessperson: In B2B sales, business acumen and situational knowledge are what allows you to create value. I’d teach this before I’d let the salesperson flounder around on Facebook.How to Tell a Story: One of the ways you prove how what makes you different makes a difference for your clients is through the stories you tell. Tweet that.How to Negotiate: Most salespeople crumble at the first question about price. I’d teach them to negotiate around value.I could extend this list by another 15 competencies salespeople need more than they need social selling. If you want to build a personal brand that stands the test of time, being good at what you do counts for more than being known.
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If you’re 50 or over, we believe these stocks could be a great fit for any well-diversified portfolio, and that you can consider building a position in all five right away. See all posts by Jabran Khan Jabran Khan | Friday, 30th October, 2020 | More on: VVO Image source: Getty Images Is this FTSE 250 stock a bargain or one to avoid? Here’s what I think Jabran Khan has no position in any of the shares mentioned. Views expressed on the companies mentioned in this article are those of the writer and therefore may differ from the official recommendations we make in our subscription services such as Share Advisor, Hidden Winners and Pro. Here at The Motley Fool we believe that considering a diverse range of insights makes us better investors. Our 6 ‘Best Buys Now’ Shares Enter Your Email Address 5 Stocks For Trying To Build Wealth After 50 One FTSE 250 stock I like and that is very cheap right now is Vivo Energy (LSE:VVO). VVO is a British company that distributes and markets Shell and Engen branded fuels and lubricants to retail and commercial customers in Africa. It maintains subsidiaries and operations in 23 countries across the continent. Cheap FTSE 250 stockAt the beginning of the year, shares in VVO could be purchased for 125p. When the market crashed, its share price tumbled to a low of 64.5p. As I write this, it has recovered slowly and shares are currently trading at only 75p per share. At its current price point I consider VVO to be quite cheap.5G is here – and shares of this ‘sleeping giant’ could be a great way for you to potentially profit!According to one leading industry firm, the 5G boom could create a global industry worth US$12.3 TRILLION out of thin air…And if you click here we’ll show you something that could be key to unlocking 5G’s full potential…VVO joined the FTSE 250 in April 2018 and was trading at a high of 172.5p per share. An argument could be made that its reduction in price is not a positive sign. My response to that would be that the recent economic downturn has affected nearly all companies and industries in a negative way. I would not base any investment opinion on share price alone, especially not right now due to the pandemic and crash.PerformanceReviewing Vivo’s longer-term performance across the past three years makes for positive reading. It has seen a year-on-year increase in revenue and gross profit, which is definitely a positive indicator for any investor.VVO today released its Q3 trading update and I feel there are some positive takeaways from it. As expected, Q2 was difficult for many firms in the FTSE 250.VVO recorded a gross cash profit of $187m which is impressive despite the recent restrictions it has faced due to the pandemic. This is only a 1% decrease compared to the same period last year when there were no restrictions or pandemic. Q3 volumes of 2,492m litres was a significant improvement from Q2 although it remained 7% lower year-on-year. VVO’s retail segment saw lower volumes but an improvement compared to the previous quarter. In addition to this, a number of countries it serves returned to year-on-year growth during Q3. Its commercial segment volumes were lower and impacted by a lack of international travel and movement.VVO initially suspended its 2019 dividend of 2.7 cents per share when the economic downturn first occurred. In its update today it has confirmed that it will now pay that dividend in December to shareholders who are on the register by 20 November 2020. This is a positive move as it shows the firm is confident in its financial flexibility and can reinstate its dividend.My verdictOverall, I really like Vivo Energy but there is an element of risk. There are positives, in that longer-term performance has been impressive. Its Q3 trading update shows that despite the market uncertainty, it is getting closer to pre-crash levels of performance and volumes. Due to the ongoing economic uncertainty and potential further restrictions, we could see another repeat of Q2 performance. This is where I believe the risk lies for VVO. At this moment, I would be willing to buy some shares in VVO. I wouldn’t be investing lots of cash but feel it could be worth buying some shares and keeping an eye on developments across the FTSE 250. Simply click below to discover how you can take advantage of this. I would like to receive emails from you about product information and offers from The Fool and its business partners. Each of these emails will provide a link to unsubscribe from future emails. More information about how The Fool collects, stores, and handles personal data is available in its Privacy Statement. 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