In this video, we discuss how to role-play objections. Create a list of anticipated objections The first step in how to role-play objections is to create a list of sales objections that you can anticipate having to face. To help with this, here is a list of common objections that we all face regardless [...]
In this video, we outline a step-by-step process for how to sell enterprise software. The topic of selling enterprise software is big and we try to squeeze a 2 to 3-day workshop into a short training video, so we move quickly and don’t cover everything. If you happen to like what is discussed in this [...]
In this video, we discuss how to use sales role-play to increase sales. I think that most salespeople know what sales role-playing will help them to be a better salesperson, but in this video, we start by outlining why incorporating more sales role-play can transform your sales efforts. Athletes don’t jump into the game [...]
In this video, we discuss how to sell when you are an introvert. In some ways, it can be more challenging to be a successful salesperson when you are an introvert, but I believe there are small things you can do to overcome those challenges, and I discuss those in this video. Mindset The [...]
In this video, we discuss how to sell yourself in an interview for a sales job, and below is a summary of some of the main things discussed. Pre-Interview Tips Before your interview, it is recommended that you take some time to organize your sales performance for previous years. Create a spreadsheet and try [...]
While working as a salesperson, you are guaranteed to face some amount of rejection on a daily basis, regardless of how good of salesperson you are. You are simply going to come across prospects that do not need what you sell. From a percentage perspective, you could actually talk to more prospects who do not [...]
This next tip may sound a bit fluffy, but there is a concept of using sales affirmations to improve your mindset. An affirmation is a positive statement that is a reminder of your strengths or something good in your life. Having these reminders can be helpful because we often think about our problems, weaknesses, or [...]
The daily life of a salesperson can be chaotic with a lot of pressure and many different tasks that need to be completed. This can create a lot of stress if you don’t have the right level of organization in place. One thing you can do to minimize the chaos and stress is to compartmentalize [...]
If a salesperson is operating more as a taker, he or she might feel less confident about the reason for contacting a prospect, and this can lead to the salesperson using weaker language than he or she should. For example, many salespeople will open a cold call or email by saying something similar to one [...]
It may sound a little far-fetched to imagine changing the way you think, but there are some very small and practical things that you can do to modify how you think and feel while selling and talking with prospects. Value Awareness If you are in more of a product selling mode and trying to [...]