Get Past The Gatekeeper & Close More Sales
Cold calling is tough and not for the weak hearted. When you cold call you are often confronted with the "gatekeeper". One of the gatekeeper's jobs is to keep salespeople…
7 Sales Techniques to Differentiate You From the Competition
You have a choice. You can stand out or blend in with your competitive landscape. Differentiation doesn't come naturally, blending in does. We all want to fit in with the…
Four Reasons Why the Sale is Not Made
When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company's policies. "If you'd only offer better…
Sales Process Productivity – 5 Best Practices and 20 Key Questions
While many businesses make efforts to improve production, distribution, and various administrative work processes, it is less common to find organizations that focus on applying the fundamentals of Continuous Improvement…
Closing That Sale by Taking it Off the Table – The Art of “Take Away” Closing Skill
The parts and mechanics of the sale scenario are very much akin to that of a dance between two halfway willing partners. The salesperson is the one (or SHOULD BE…
Cold Calling Isn’t the Only Way to Find Leads
Not many sellers like cold calling. They may be forced into it. However, most go kicking and screaming and will try to avoid it with any excuse. Sadly, they think…
Building Sales Skills – Punching the Tree
When I was young and new to sales and marketing, I heard a story that has stayed with me all my life. It is about a Japanese Martial arts expert…
Seven Secrets to Sales Success
Many sales professionals think that effective sales involve convincing people to buy whatever is being offered. Exceptional salespeople, however, utilize approaches that might at first glance seem counter-intuitive. This enables…
Sales Strategies – How to Network Like A Pro – 5 Tips to Get You There
Networking is huge. It's a great strategy to get your name and your business known to the public quickly and with little investment. As well, networking is the number one…
Interviewing Skills Training Can Help Avoid Staff Turnover
There is one common trait that many businesses share and that is a high turnover rate. This ongoing challenge makes it difficult for leaders to build a high-performing department. But,…