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...
Category: Sales Training
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...
5 Tips To Overcome Your Fear Of Selling
Sales are scary. That’s a fact that both new and old salespeople alike have to deal with everyday. It’s scary because of the risks we associate with selling and most, if not all, are fear based. Afraid of being rejected personally. Afraid of humiliation. Afraid of making a mistake. Afraid of not making a goal....
Is a Difficult Salesperson Holding You Hostage?🔫
Some people just have to make any and everything difficult. They refused to be managed, coached, or listen to anything that is contrary to what they believe and what they will or will not do. This is especially worse when it is a salesperson who brings in good numbers. Ain’t nobody gonna tell him what...
Plant The Seeds Of Doubt And Grow A Sale
There are all different kinds of tricks and techniques salespeople can use to stack the odds of a sale in their favor. Some different tricks may seem pushy and off-putting while other techniques may be more subtle without compromising your integrity as a salesperson. Doubt, when used appropriately, is a technique that is often overlooked...
5 Tips To Turn Sales Pain Into Progress
No one likes pain because, well, it’s painful. It’s unavoidable, unpleasant, and unappealing. Most people don’t see the benefit of pain and so they wait it out and suffer through it just to wait and get back to where they were; possibly exposing them to the same risk of pain again. But what if pain,...