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How to Lose the Sale…Before You Get It!
It’s a shame but a lot of salespeople are losing sales before they even have a chance to get them. That’s right, they’re reaching into their holsters, pulling out their pistols and shooting themselves...
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Why Should I Buy From You?
Here’s one of the great truths of selling — if prospects can’t tell the difference between your product or service and your competitor’s product or service, they’ll make their buying decision on price....
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Getting Lucky With Your Elevator Pitch
Along with role-playing, competitive comparisons, and overcoming objections, every good sales training program includes a section on the elevator pitch. For those in need of a refresher course, the...
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Is Your Value Proposition Really That Unique?
“So far, I like what I see. Let me look over your proposal in more detail, and then I’ll call you next week.” In actuality your prospect is really thinking; “This looks the same as the other 4...
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Sales Pitch – Tablet Style!
The sales pitch is when you get to sparkle. It’s when you (ideally) dazzle the client with the benefits of your solution, when you demonstrate your understanding of their problems/wants/needs, and when...
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Stop Selling and Start Consultative Selling
We’re one of many (thousands I’m sure) sales training firms in the U.S. and Canada. But I’ll bet we’re the only one that leads off our training workshops by telling sales people to stop selling. That’s...
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Time Management for Salespeople
Let’s face it. 100% of your time is not spent in sales presentations. The truth of the matter is that there are many different activities that go into making a sale. You have to prospect to keep your...
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Stop Watering Dead Plants
There is absolutely no doubt that persistence is a key element for sales success. But where does persistence stop and being a pest begin, and when is being persistent just plain dumb? This is not a...
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The Changing Face of Sales
The winds of change are impacting the sales profession. These changes are being brought about, for the most part, by the changes that are occurring in the buying arena. Unlike selling which is a...
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What’s Your Selling Style
Why is it important to know what type of salesperson you are? Simply this. Anytime you have to operate outside your primary selling style, you become uncomfortable and less efficient. If you sell...
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The Key to Success in Sales
The key to success with sales is quite simply this: Sales success is the natural consequence of consistently applying basic fundamentals. That’s it! So, if it’s really that simple, why aren’t more...
View ArticleRemove the Doubt and Make the Sale
Here’s the scene. You want to buy a service from someone but you’re not quite sure if he or she is going to do the job to your satisfaction. What do you do? This isn’t an unusual situation. You’re...
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