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?...
Category: Sales Training
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...
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 when there is pain and that is not true at all. Yes, pain does motivate a sale, and on its own can be an effective...
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 things aren’t going so great. When is it time to ask for help? We don’t like to ask for help because it is a sign...
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 role as salespeople is to communicate that value in a compelling way to the customer. Easier said than done for some of us. As salespeople,...
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 we are a great salesperson, and if we’re being honest, there have been some days where you thought about changing your profession. It is very...
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 of leads and opportunities so that they can hit their sales goal and earn a good living. Without it, you are stuck hoping for a...
5 Tips To Keep Your Sale Moving Forward
We all had a sale that got stuck somewhere along the way. We thought everything was going great because the customer was responding so positively to everything. In fact, you felt like they were almost ready to sign, but they held back at the last minute for whatever reason and left the conversation promising to...