It can be tricky to provide when you also play the role of sales manager. For real high quality coaching, you will want a real open line of communication between the coach and the person being coached. This will allow the salesperson to be very open with sharing what is going on. A salesperson may [...]
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 that trying the traditional hard close. What [...]
We had a very productive this week and here is the recording and slides. The topic was “Sell More by Screening Good Prospects from Bad.” Your Time is Valuable and Must Be Protected In this , we focus on the key principle that you time is extremely valuable. You only have some many hours [...]
If you want to become a better close, you should your prospects in almost every interaction that you have with them. Trial closing is basically performing a test close. You do this by checking in with the prospect and asking questions to see where their head is at and if you are heading in the [...]
We have many clients that could benefit from sales coaching but do not have the budget for a one-on-one service. To respond to this need, we are creating group coaching where we will meet in groups of around 10 every week for one hour coaching sessions. Scope: These will be open discussions where you can either bring [...]
In the cult classic sales movie title Glengary Glen Ross, there is this scene where Alec Baldwin’s character outlines a that uses the acronym A-I-D-A. While the movie is quite entertaining, this scene reminds me of many things that I feel like are missing from sales processes and techniques that are taught to salespeople. Here is [...]
We all would like to sell more. And this can often make us try real hard when selling and we are in front of prospects. Could this hard work actually be counterproductive and be decreasing our results? What if there is a way to sell more by not trying so hard? Here are four tips [...]
We all buy stuff every day. Some of these purchases are repeat purchases and some are new. When you think about that, you may realize that we really don’t mind buying stuff. Sometimes it can be kind of fun getting something new. But even though we might enjoy buying something or know that we need [...]
Call reluctance is something that almost every sales person can feel at some point. Sure it is no problem to pick the phone and call warm contacts or leads. But when it is time to make the true cold calls where the prospect does not know who you are, there can often be an uneasy [...]
Have you ever had someone say “Now you’re speaking my language”? This is a really good thing to accomplish as you are saying something that the other person understands and is completely in agreement with. Imagine being able to arrive at this place with prospects when selling. What a great place that would, huh? Believe [...]
When you are cold calling a prospect, the contact will have their guard up at a medium level when they answer the phone. Everything that you say will either increase or decrease their guardedness. If you can simply improve your ability to not trigger their guard so that it either stays level or decreases, you [...]
Step 2: Pre-qualify everybody Once you know what your ideal prospect looks like, you will only want to spend most of your valuable time pursuing and meeting these individuals. In order to help you to do that, you will need to pre-qualify everybody. This refers to making a quick assessment to determine if the [...]
