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Sales Success Tip – The Customer is Not Always Right

Sales Success Tip – The Customer is Not Always Right

We’ve heard it all our lives. Even before we got into sales. Even as youngsters growing up, we heard it. “The customer is always right.” Well, I’m about to tell you that this universally accepted phrase is completely wrong! Let me explain. Here’s a true story. A man (customer) walks into a car dealership. He…

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Sales Success Tip – You MUST Know the Answer to This Question

Sales Success Tip – You MUST Know the Answer to This Question

Most sales professionals know that one of the secrets to successful sales is asking good questions. Many times, however, the most important question is the question you must ask of yourself. “What? Ask me questions? You mean in the middle of a conversation with my customer?” No, no, nothing that drastic. Not that drastic, but…

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5 More Things to Make Your Cold Calling Life Much Easier – Part 2

5 More Things to Make Your Cold Calling Life Much Easier – Part 2

Last time, I covered the first five things to make your cold calling life much easier. Below you will find the final five things that will make it easier… Send Stuff but Don’t Ask About It. – There are lots of opinions on sending letters or marketing materials to a prospect before a call. Anthony…

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5 Things to Make Your Cold Calling Life Much Easier – Part 1

5 Things to Make Your Cold Calling Life Much Easier – Part 1

I’ve been doing straight business to business cold calling for nearly five years now. Along the way, I’ve picked up a few tips from other experienced callers, on-the-job experience, Webinars, and books by some of the experts. If you’re thinking about a career in B2B lead generation or just need a few tips to make…

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The Little Secret To Close 57% More Sales

The Little Secret To Close 57% More Sales

Ready to impress your clients and look like a pro at the whiteboard? In this short article, you’ll find out the biggest little secret to jumpstart your sales success. More and more sales professionals, educators, and business leaders are using a whiteboard. Turns out, it is the fastest way to simplify complex ideas and involve…

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The MAP to More Sales – Part 1

The MAP to More Sales – Part 1

If you are like me you have probably read numerous books on selling strategies or attended one or more sales training programs and felt a little overwhelmed. For a lot of reasons that defy logic most of the available sales systems have been made far more complex than necessary. Over my 30 years as a…

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Lost Sales and Lost Sales Opportunities, Taming Your Ego

Lost Sales and Lost Sales Opportunities, Taming Your Ego

Losing sales opportunities or having previously closed sales unravel cause more ulcers and headaches for salespeople than almost any other one thing. As salespeople, we fully understand that these events are as inevitable as spring following winter. Why then do they cause so many emotional problems for some salespeople? It can be answered with one…

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Selling Slumps, How to Pull Out Before You Crash and Burn – Tip 5

Selling Slumps, How to Pull Out Before You Crash and Burn – Tip 5

It matters very little whether you are a selling rookie or a seasoned professional, sooner or later, you will find yourself mired in a selling slump. There are a number of actions you can take to shorten the duration of the slump, lessen the financial impact, and reduce the emotional drain that a slump can…

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Selling Slumps, How to Pull Out Before You Crash and Burn – Tip 3

Selling Slumps, How to Pull Out Before You Crash and Burn – Tip 3

It matters very little whether you are a selling rookie or a seasoned professional, sooner or later, you will find yourself mired in a selling slump. There are a number of actions you can take to shorten the duration of the slump, lessen the financial impact, and reduce the emotional drain that a slump can…

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