Sales Process Management – Staying on Top of Customer Service

December 26, 2011

There are many positive opportunities along the way. Effective sales process management can put you in the position to keep customers happy, solve problems, and possibly even generate new business. It can be challenging to respond appropriately to your customers, though, if you aren’t in line with how they are thinking, and with their needs. Remember, customer loyalty can be fragile, even fleeting if you don’t pay attention.... read more

Nurturing Relationships for Better Sales Optimization

December 22, 2011

It’s simple… much like it works for personal relationships, nurturing those that are special requires a small effort, but can yield great results. So consider ways you can nurture your top customer relationships for better sales optimization. The courtship is over, you’ve made the sale, and now you are engaging in an ongoing interaction with the client. The focus should now be on making them feel special. However, unlike a personal relationship, the time calls for an integrated team effort.... read more

Using Positive Sales Training Techniques to Turn Things Around

December 19, 2011

It happens. But does your sales training prepare you for possible disappointment? Prospects waiver, begin to feel buyers remorse, or decide they are not going to engage with your company. Don’t let these scenarios lead you to cave in. There are things you can do to salvage your efforts, or to even create future prospects.... read more

Sales Process Red Flags: Sales to Avoid

December 15, 2011

You’ve put in the work and followed your sales process diligently. The seeds of a potential sale have been sown by establishing contact, making a connection, and helping the prospect understand your offerings. But when do you know if all the effort may not bear good fruit? There are, unfortunately, times when you need to simply call it off. While it’s hard to imagine not pushing for a close, or wrapping up the process, a red flag buyer could eventually be more grief than the sale is worth.
There are ten signs you need to look for in a potential buyer relationship that could signal trouble. Ask yourself honestly, “are any of these issues present”?... read more

Our top ten closing approaches

November 22, 2011

You’ve recognized the buyer’s shift and you’re at the closing point…. now what? Remember that closing is simply helping the prospect make a decision. The progression of ideas that both you and your prospect have shared has lead to this moment. Make sure to handle this portion of the sale with the utmost amount of sympathy, knowing that making a decision is always a bit scary. Decision-making induces a lot of fear and it’s a big step, so show the buyer that you acknowledge the big step they are making. ... read more

What to do when you’re at the closing point

October 31, 2011

Once you have recognized the buyer’s shift, you are ready to push forward. There are many techniques out there that individuals have employed for past years. I can tell you that while every technique is a good move, the simple “ask for business” strategy will earn you the most success. Prospects expect to be asked for businesses, so don’t disappoint them! ... read more

Recognizing The Buyer’s Shift

October 22, 2011

It’s the magic phrase that is on every salesperson’s mind: “close the sale”. There are many steps to closing the sale, and you must be aware of each. Recognizing the buyer’s shift will put you one step closer to landing that sale. ... read more

Testimonial letters – how to display loyalty

October 10, 2011

A prospective client can read about all of your services, read your blog, meet with your salespeople, but will still not have a 100% idea of what you can offer. A great way for people to really get a feel for your business is through a testimonial letter. What better way to get a feel for what their experience will look like with you than through a personalized testament? ... read more

Return-On-Investment Analysis

September 23, 2011

An ROI analysis is the “why buy at all” segment that is of high significance when relating to the buyer. It is a strategic, honest way of giving the buyer a glimpse at how you can bring them success.... read more

Key Discriminators – Why Choose Us?

September 6, 2011

As a salesperson, it’s of paramount importance to know your company’s key discriminators. If you can define these succinctly and honestly, you’re in a good position to answer two pivotal sales questions – why should the buyer choose you? And, what sets you apart from the competition?... read more

Killer Arguments

August 26, 2011

One of the most successful marketing messages that your company can utilize is the “done it before” approach. This message has been developed over the years by top marketers and is successful because it allows you to honestly differentiate yourself from the competition, while answering logistical questions.... read more

Overcoming Negative Perceptions About Your Company

August 15, 2011

In the corporate world, we are constantly thinking about image. We analyze how are perceived by others, both negatively and positively. As forward thinkers, our culture tends to highlight the positive perceptions and push the negative under the rug. I can tell you that if you sincerely care about your image as a whole, sweeping disapproving remarks under the rug is your first mistake. Negative perceptions of your company are a “speed bump” that cannot be overcome by ignoring them.... read more

Sales Training That Will Stick

July 26, 2011

After reviewing over 15 branded sales methodologies, we found that in the spectrum of sales training methodologies, the training is oriented from transactional sales (very short sales cycle times) to very complex sales with long sales cycle times (years).  According to one methodology, you can teach anyone to sell. Perhaps true, but how well?... read more

Handling Objections

July 17, 2011

When we hear the beginnings of an objection, our first instinct is to feel rejected. We feel that objection equates to negativity. We shut off and assume the buyer is uninterested. But what if we started to look at objection as a pathway to refining. What if we looked at objection as constructive criticism?... read more

Understanding your buyer’s fears

June 23, 2011

Now that you’ve acknowledged a salesperson’s two biggest fears (product knowledge and rejection), it’s time to think about what types of fears your buyer has. Believe it or not, you’re not the only one that is anxious about the ordeal. In fact, the buyer’s biggest fear is that they don’t fully understand the value of your offering.... read more

Overcoming The Salesperson’s Two Biggest Fears

June 16, 2011

Let’s be honest, being a salesperson isn’t easy. There are many attributes that come with the career that can lead to fear. The two biggest fears of a salesperson are product knowledge and rejection. Here are a few tips to help you overcome those fears and get you saddled up to do your best.... read more

Stop talking and start listening!

June 13, 2011

Even though it may seem like the conversation between you and your buyer is an equal give-and-take, you’re probably talking too much. Start using your ears and you’ll see results like you’ve never seen. Take it straight from the buyer: according to Amacon, 95% of buyers think you talk too much. But there’s still hope! 74% of buyers said they would be much more likely to buy if you simply listen to them.... read more

Solution Selling

May 24, 2011

The next time you’re in the process of a sale – ask yourself, “What am I really selling?”... read more

Becoming a trusted advisor

May 12, 2011

Sure, you make your sales quota every month. You are pretty well educated in your field and an expert in related fields. But what distinguishes you from the top salespeople? The top salespeople are trusted by the buyer to help advise them on any questions they may have. A customer knows that a top salesperson always has their best interest at heart and feels comfortable asking for solutions in non-related fields. The trusted advisor cares about the buyer and not just about the sale.... read more

How to be in the mindset of a top salesperson

May 3, 2011

Meryl Streep was probably (arguably) born a very talented woman. But it is her focus and mindset that pushed her to be one of today’s leading ladies. The same goes for a stellar salesperson. You can be naturally gifted and have a way with talking to people, but you must be in the correct mindset to really make the sale.
For top salespeople, it’s not just about the goal but also about the process. Oftentimes, the biggest reward for a salesperson is knowing that they really took the time to understand the buyer’s needs and developed a firm relationship.... read more

Building Rapport

April 29, 2011

To generate new clients and retain your existing ones, there is an essential need to connect. There are many tips for building rapport but they must all be grounded in a very real and authentic desire to build trust. People can smell genuineness from a mile away, so there’s no real “faking it” in this game. The purpose of building rapport is to simply make friends and build trust. In fact, 90% of buyers must feel comfortable with you first.... read more

The Classic Five Buyer Decisions

April 21, 2011

When working with a potential buyer, many tools and tips are racing across our minds. From how to shake their hand all the way down to how present your services, we are full with an overwhelming list. These lists are very helpful and work efficiently but it is important to not become overwhelmed with what you should be doing and completely forget about how you are actually being received.... read more

Preparing for your opening statement with a new buyer

March 28, 2011

Just like a soft handshake, a poor opening statement can negatively color the rest of a critical conversation with your buyer. With new buyer conversations being a delicate line to walk, why not do everything you can to start it off right? Placing a lot of gravity on your opening statement will train you to keep your buyer’s attention and eventually lead to promising opportunities.... read more

Email Following Techniques

February 23, 2011

You’ve made the call and it went pretty well. But you’re not done yet. Following up is just as important as making the call and is a vital part of cultivating a good relationship with a prospect.... read more

How to get what you want on the telephone

February 17, 2011

Doing a warm call can be a daunting thought. It is easy to get scared away and abandon the whole process. How would it feel to finally be at ease with these calls and hear “yes, I have time to talk more about this with you” on the other line? Here is 5-step process to keep you focused and making efficient calls:... read more

How to manage your time

February 11, 2011

Often times at the end of the workday, nothing seems to have gone the way you expected. With all of the unexpected surprises that the workday brings, it’s difficult to stay on top of what is important. Here are a few guidelines to help ensure that you make your day the most efficient it can be.... read more

The benefits of using a coach

February 2, 2011

When understanding a prospect, it is extremely useful to gain insight through a coach. A coach can help with understanding the customer’s budget, decision-making process, likely competitors and more. Not only should the coach be extremely knowledgeable in your prospect’s field, but they should also have a personal desire to help you make the sale.... read more

Motivation – The Sales Manager’s Part

January 27, 2011

Every sales manager loves team members who are “self-motivated” mainly because it makes their job as manager, well, easier. Just because some people are more “self-motivated” than others doesn’t mean they can’t be even more motivated if the right environment is set in place for them to succeed. A large part of the sales manager’s job is to understand what motivates his team members and help them obtain their goals, together.... read more

How to manage your leads

January 26, 2011

You’ve finally attained a good amount of leads….now what do you do? It is crucial to stay on top of your leads and properly manage all of them. What does this look like? First off, make sure you are focusing on the correct number of prospects. If you are working with many, it is difficult to effectively focus on each one. If you have a low amount of prospects, then there may be insufficient resources applied to generation.... read more

Solid Sales Process

January 20, 2011

If an organization is churning through salespeople, it’s probably time to examine the sales process in place supporting the sales team. Top sales people will not stay in organizations without solid processes around them.  In fact, a recent study done by the TAS Group stated that sales staff turnover is reduced by 39% when a formal sales process is in place.... read more

Are you properly qualifying your leads?

January 18, 2011

Learning how to qualify your leads is a critical skill necessary for success in the sales field. Not all leads own the potential to become a prospect. Deciphering whether or not your lead is qualified to become a prospect can be a shaky process. Time is everything, and any amount of time that can be saved by prioritizing what will be best for you and the customer, should be taken.... read more

Who Needs Sales Training?

January 13, 2011

Organizations that encourage even require, sales training each year for their sales and customer facing team members are certainly ahead of the game. Even the most seasoned sales professionals find some helpful tool to take away from ongoing training.... read more

Are you giving up on a qualified lead too soon?

December 27, 2010

Everyone in the sales department is probably guilty of one thing; giving up on a qualified lead too soon. Many factors can stall the sales process and some of those factors don’t have anything to do with you or your services.... read more

How Important is Natural Aptitude in Sales?

December 22, 2010

Some professions require a significant amount of natural aptitude to predict success. For example, you must be born with a certain amount of physical attributes to succeed as a professional athlete. Things like strength, agility, coordination are all necessary “born” factors that predict success. Now, these born physical attributes alone will not guarantee success on the field. Certainly coaching, training, practice and overall study of the game are fundamental ingredients in the recipe for success. But most coaches agree that it begins with the players’ natural attributes and aptitude for the game that is the main factor for success.... read more

The 5 Factors for Sales Success – The Magic Pill?

December 7, 2010


Over the years, we have listened to many business leaders ponder over the secret to sales success. Everyone seems to have similar but varying opinions about what it takes to succeed. They look to us for “The Magic Pill” to give to their struggling reps and hope to start seeing success right away.... read more