Have you ever been cold-called by a salesperson who opens the call with ‘Sorry to bother you, but…”? You should never apologize when selling and prospecting. How many of your co-workers in other departments, such as operation or finance, have to spend their time apologizing for doing their job? So why should you apologize for...
Category: Sales Training
Small Fires Make Little Heat
A salesperson without desire is like an oven without a flame. You can’t cook much with it. Salespeople should be the most goal-driven in any organization because, without their hard work of bringing in sales, no one else really has a job. So, it would stand to reason that a salesperson with a passion for...
Passing The Persistence Test
Sales is not a quick path to riches for all of us, but it certainly can lead us there. Some people take to it like a duck to water while others seem to slowly trudge along. Are the successful ones just having a run of good luck or possess exceptional skills? Maybe, but there has...
Getting Punched in the Face? Cold Calling & Rejection
Very few salespeople get excited about cold calling and sales rejections hurt no matter who we are. That’s your baseline and it’s something we all have to overcome to be successful in sales. I want to tell you that there is a great hypnotherapy technique that will quiet your inner voices or give you a...
Dealing With A Tricky Sales Objection: The H.E.L.P. Method
Don’t you just love it when a customer throws you a curveball during a sale? Something that really takes you off course and keeps you from your sales process. We call them Sales Squirrels. They show up out of nowhere and, like a dog, you chase them around and around the tree getting nowhere. There...
The 3 Truths About Sales Objections
If you are like most salespeople, you do not like any sales objections. On the one hand, who could blame you. It would be nice to have every sale be easy with nothing but fun to answer questions from enthusiastic buyers who have already made up their minds that they are going to buy from...
What Keeps a Salesperson from Being Great?
Most people want to be great at what they do, and if they don’t want to be great, it makes you wonder why they want to even do it at all. This is so true with salespeople, but considering how many people you have known in sales, what percentage of them would you consider great?...
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 a sales person is high highs and low lows and hardly ever in the middle. That’s the life we chose and let it be so....
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. 👻 What in the world happened?! You did everything right and the customer said all the right things, but now they won’t return your call....
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 feel your eyes turning red. “But wait,” the customer says, “I can explain.” Okay, perhaps it didn’t go down like a lovers quarrel, but for...