One of the things salespeople or business owners care most about is closing the sales. With that, everybody is looking for ways to become a better closer. In this video, we talk about some soft closing tactics that, when you do everything else right, can be more effective than trying the traditional hard close. [...]
If you were to ask a group of salespeople what the one thing they wanted to be better at was, in many cases, most would answer that they would like to be better at closing sales prospects. This is understandable because closing the sale is actually the most important step and what directly leads to [...]
We had a very productive sales training webinar this week. Here are the recording and slides. The topic was “Sell More by Screening Good Prospects from Bad.” Your Time is Valuable and Must Be Protected This sales training webinar focuses on the key principle that your time is extremely valuable. You only have so [...]
There are many different opinions about whether or not someone can truly develop selling skills. Many believe that salespeople are born and that you either have the natural ability or you don’t. I personally don’t agree with that. I see selling as a skill that can be developed and improved regardless of your personality or [...]
It can be easy to see that a cold call script is needed when making outbound calls and then feel that an inbound call script is not needed when receiving calls from prospects. Why We Feel This Way This is very understandable for two reasons. First, inbound calls, where a prospect calls you, are a much easier sales [...]
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 titled Glengarry Glen Ross, there is this scene where Alec Baldwin’s character outlines a sales process that uses the acronym A-I-D-A. While the movie is quite entertaining, this scene reminds me of many things that I feel are missing from sales processes and techniques that are taught to salespeople. Here [...]
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 [...]
