sales training
How Great Salespeople Harness Their Hunches
When you are selling do you have hunches? Do just know something will happen, or won’t happen? I’m not asking you if you’re ready to embark on a career as a fortune teller. But I’m wondering if you have an inner voice?Sales trainers usually don’t deal with zen-like concepts such as hunches.
But intuition […]
When You Have to Disagree with a Client or Prospect
There comes a time when a salesperson and a client disagree. The typical interpretation of disagreement is that it is fundamentally bad, that it erodes a relationship and it lessens the chances of a deal getting done.
A more accurate view of disagreement: it is a necessary ingredient of business. Don’t shy away from disagreement just […]
Success in Sales is Driven by Attention Paid to Trust
Selling is all about relationships. And relationships are all about trust. Dinners and ballgames do not nurture trust. Execution does.
Trust is doing the little things right and doing the big things right. Trust is consistently demonstrating competency.
Trust is in the doing, the demonstrating. And trust is something that needs not just to be perceived… […]
How to Make Your Prospecting More Effective
Prospecting is the second element in sales success. (The first is your attitude.)
Do you have a prospecting strategy? Are you hard-wired to always be looking for sales opportunities, writing them down, and methodically following up on them, or are you taking more of a scatter shot approach?
When you develop a sales prospecting strategy and stick […]
The Greatest Secret of Sales Success
This secret of sales success really does exist. Countless numbers of professional salespeople will agree.
Sales training is wasted if it is not used. And the only way to use it is to make real sales calls with real prospects.
So here is the secret of sales success.
Set a goal for the number of prospects you are […]