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