We currently live in a very narcissistic world today. If you are ever on social media, you will notice a steady flow of selfies and status updates that are solely centered around what the person posting is doing, has received, achieved, etc. The Problem with this Behavior The interesting thing is that what motivates this [...]
If you want to become a better closer, you should trial close your prospects in almost every interaction with them. Trial closing is performing a test close. You do this by checking in with the prospect and asking questions to see where their head is and if you are heading in the right direction. Here [...]
Everybody talks about how to approach social selling. We want to take a minute here to discuss how not to use social media as a sales prospecting tool. Before we get into what not to do, let’s outline two key principles: We are all trying to sell something. Just about everybody you connect with and [...]
In the cult classic sales movie Glengarry Glen Ross, Alec Baldwin’s character outlines a sales process using the acronym A-I-D-A. While the movie is quite entertaining, this scene reminds me of many things I feel are missing from sales processes and the techniques taught to salespeople. Here is a quick breakdown of those. Missing Item #1 - [...]
One of the most common sales role-play exercises you will see in training programs or interviews is where the request is made to sell a pen. If you have ever seen someone try to do this, most of the time, they will not handle the test well. In this post, we will explain exactly how to [...]
An extremely common sales objection is when the prospect says, “We do not have the budget right now.” While that might sound like an immediate show-stopper, there are some key things that you can do to try to get around and resolve that objection. TLDR We do not have budget is a common and difficult [...]
In this video, we provide the most common sales objection examples that you are guaranteed to face and explain how you can respond and get around the objection. Sales Objection Examples You Will Consistently Face You will face some type of objection in almost every call and prospect interaction. Here are some of the [...]
While working at a software company in my first sales role, I attended a workshop on the Sandler Sales Methodology. This was actually one of the first real sales training programs I went through during my sales career, and I loved it. Here is a quick review and summary of what I liked about their [...]
Let’s face it—training salespeople can be downright difficult sometimes. A first step to making this area less difficult can be to examine some of the contributing factors. This knowledge will help you take the right steps to improve your training processes. 1. There is so much information you need to share with them. The first [...]
I was doing some warm calling this week, and since I was calling people who had just attended my webinar, I felt confident and did not need to use a warm-call script. It is easy for all of us to feel like this and that you can just “wing it.” Well, I ended up on a call that [...]