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- Sales Training
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- Uncategorized
The Parable Of The Fruit Pickers
Salespeople like stories, yes? Here is a fun little parable about the 3 fruit pickers, and it goes something like this. There once was an orchard filled with beautiful ripe …
A Cure For Sales Report Headaches
Sales reports. Do you feel a headache coming on? Do you feel fatigued? Sudden loss of appetite? Shortness of breath, and so forth? That seems to happen to everyone from …
I Heard A Rumor About You 📢
Your sales team sure is a talkative bunch; especially when you’re not around. The role of a sales manager is one of the most difficult ones in the organization. You …
Does Success Sabotage Your Pipeline?
Managing and maintaining your sales pipeline is difficult. Trying to keep fresh opportunities to work on while servicing existing customers is more than a full time job. And yet, that …
The 5 KPIs You Should Be Watching For Sales
There is a quote I really love when it comes to sales management, “You don’t get what you expect, you get what you inspect” from Louis V. Gerstner Jr. In …
You Only Fail When You Quit
Sooner or later you need someone to encourage you to keep trying. In sales, that need occurs more often than any of us are willing to admit. The life of …
The Assumption Technique; When Hot Leads Turn Cold 🧊
There’s nothing worse than seeing what you felt was a sure thing in terms of a sale slowly drift away from you and into the land of wind and ghosts. …
Are Your Customers Cheating On You?
Have you ever met up with one of your customers only to find them holding the pen of one of your competitors? BUSTED! They were cheating on you and you …
Selling On Friday Never Works
Now that I have your attention, let’s talk about the salesperson implied and perpetual 3 day weekend. You’re reading this because the title got your attention and either you A) …
Does Golf Still Matter in Sales?
If you’re reading this to get some tips on your swing, you’ll be disappointed. In fact, that’s the underlying theme of this article. I really enjoy golf, although I’m not …
They Won’t Buy What They Need, They Buy What They Want
People only buy two things: solutions to problems and things that make them feel good. It’s as simple as that. Unfortunately, modern sales training tells us that people only buy …
What’s Wrong With Asking For A Little Help?
Salespeople are a prideful bunch. So are their managers. We always love to act like everything is under control and very often this may be true. But what happens when …
Do You Know Your Customer’s Code Of Ethics?
Every business is expected to have a set of rules and to play by those rules when it comes to our customers. We do our best to adopt a service-first …
Never Lower Your Price Until You Ask Twice
Customers will make their purchasing decision based on price if they perceive no other value. This is an old sales truth that will never change. A major part of our …
5 Techniques to Get Customers To Pay More
What makes a customer willing to pay more for a product or service when much of the buying criteria seem identical? Assuming all things equal, customer purchase behavior can sometimes …
6 Reasons Good Salespeople Stop Reaching Their Goals
Sales is hard work and there is no doubt about it. Sometimes we have good years, and other years, well, not so much. There are times when we believe that …
5 Ways to Fix Your Leaky Pipeline
A salesperson without a pipeline is like a farmer without seeds; that said, he’s not much of a farmer. Most salespeople understand the need for a healthy and robust pipeline …
Never Lower Your Price Until You Ask Twice
When I ask salespeople what their most common and least favorite sales objection is, more often than not it has something to do with a price objection. That makes sense …