Business Growth

The media often depicts businesses as being overnight successes, similar to the way certain celebrities and professional athletes are glorified when they finally break through with a runaway hit or other major achievement. In reality though, there are usually years of blood, sweat and tears poured into each one of those successes, which often goes … The Four Major Growth Processes Every Business Needs to Succeed

After a salesperson gets their foot in the door and moves past the qualification stage, she earns her keep depending largely on what she does during the next stage: presentation. It can be said that here is where true salesmanship most shines, as the salesperson must communicate benefits, features and competitive advantages while holding the … “Prove it!” – Smart Strategies for Product Demonstrations

The cost of hiring the wrong salesperson can be substantial, even for companies that do not pay a base or draw against commissions. Once advertising, trade shows, hiring bonuses, training expenses and lost revenue opportunities are tallied, the price tag for each failed salesperson can reach many thousands of dollars, even potentially reaching six figures … The Five Characteristics of Super Salespeople – Is Natural Talent a Myth?

Handling prospects often requires a consultative sales process. This is a needs-based approach that requires a strong relationship between the sales person and the prospect. This relationship must be built on trust and that can often be a difficult commodity to come by in today’s marketplace. In order to build trust with your prospects, you … 5 Easy Ways to Build Rapport With Your Prospects

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 … Our top ten closing approaches

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? One of the … Sales Training That Will Stick

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? When … Handling Objections

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 … Understanding your buyer’s fears