How An Unexpected Question Flipped a Decision-Maker to Say “Yes”20160329175614
How An Unexpected Question Flipped a Decision-Maker to Say “Yes”
5:56 pmconfidence, sales, sales habits, sales process, sales tips, sales training, salespeople0 comments
Knowing the difference between being liked and being trusted can transform your sales career. With just one question, here’s a story of how it instant...
Fire Your Customers (And Make More Sales)20160324003843
Fire Your Customers (And Make More Sales)
Eliminate the wrong customers by defining your ideal customer profile. Increase your revenue by refocusing your sales efforts on your best customers a...
4 Ways to Get Mentally Prepared for a Sales Call20160321233655
4 Ways to Get Mentally Prepared for a Sales Call
Whether you have five minutes or five days before your next call, use these tips to get yourself mentally prepared for sales success. Salespeople aren...
4 Steps for Awesome Team Selling20160321232900
4 Steps for Awesome Team Selling
When a sales rep has to rely on other members of the company to assist on a sales call, complications can arise. Following these steps can help you im...
5 Things Never to Say on A Sales Call20160321232306
5 Things Never to Say on A Sales Call
11:23 pmconversation, sales, sales habits, sales process, sales tips, sales training, salespeople0 comments
The words we use can make the difference between landing a sale or getting kicked to the curb. When observing salespeople selling, I’ve found many phr...
How a 4-Letter Word Dramatically Transformed a Sales Reps Career20160321231126
How a 4-Letter Word Dramatically Transformed a Sales Reps Career
11:11 pminspiration, sales, sales habits, sales process, sales tips, sales training, salespeople0 comments
The words we say can have a powerful impact on people – positively or negatively; not only to others, but also to ourselves. Read this story abo...
How a Handoff Can Save Your Largest Account20160321230213
How a Handoff Can Save Your Largest Account
Some sales reps are better at acquiring new customers. Others are better at keeping them. Knowing the difference can reap you great rewards. Most comp...
Use Nurture Selling to Stay in Front of Prospects20160321224901
Use Nurture Selling to Stay in Front of Prospects
Nurture selling is the systematic means of staying in front of a potential buyer through a variety of communication channels. Years ago, I was on a sa...
How Long Should We Cling to Our Sales Process?20160321204125
How Long Should We Cling to Our Sales Process?
It’s a loaded question, but the answer is deceptively simple. Whenever a salesperson or sales leader asks this question, it sends up a red flag that s...
How Skipping One Step Derailed an Entire Sales Team20160321203052
How Skipping One Step Derailed an Entire Sales Team
8:30 pmcoaching, Management, sales, sales manager, sales process, sales training, salespeople0 comments
Every step of the sales process is important, even if the sale cycle is short. Be wary of skipping steps. That can lead to unintended consequences for...