Sales Coaching

19 01, 2016

How to Use Soft Tactics When Closing the Sales

By |2019-06-16T04:25:30+00:00January 19, 2016|Closing Sales, Sales Coaching, Sales Prospecting, Sales Questions, Sales Tips|0 Comments

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 [...]

15 01, 2016

Sales Training Webinar Recording – Sell More by Screening Good Prospects from Bad

By |2019-03-20T04:51:27+00:00January 15, 2016|Qualifying Prospects, Sales Coaching, Sales Pitch, Sales Process, Sales Prospecting, Sales Questions, Sales Tips, Sales Training|0 Comments

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 [...]

14 12, 2015

Trial Close Prospects in Every Interaction

By |2019-03-20T04:51:28+00:00December 14, 2015|Inside Sales, Qualifying Prospects, Sales Coaching, Sales Methodology, Sales Questions, Sales Tips|0 Comments

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 [...]

3 12, 2015

We’re Creating A Weekly Sales Coaching Group – Join Us!

By |2019-03-20T04:51:28+00:00December 3, 2015|Sales Coaching|0 Comments

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 [...]

27 11, 2015

What is Missing from the AIDA Sales Process Outlined in Glengary Glen Ross

By |2019-06-18T11:54:00+00:00November 27, 2015|Building Interest, Communicating Value, Sales Coaching, Sales Methodology, Sales Process, Sales Prospecting, Sales Training|0 Comments

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 [...]

26 04, 2015

5 Reasons Why People Don’t Like Being Sold To

By |2019-06-14T10:02:22+00:00April 26, 2015|Sales Coaching, Sales Prospecting, Sales Tips|0 Comments

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 [...]

15 02, 2015

Get Prospects to Say “Now You’re Speaking My Language” (Part I)

By |2019-03-20T04:51:39+00:00February 15, 2015|Cold Call Script, Sales Coaching, Sales Pitch, Sales Tips|0 Comments

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 [...]

24 01, 2015

Whatever You Do, Don’t Sound like a Sales Person

By |2019-06-15T12:11:25+00:00January 24, 2015|Communicating Value, Inside Sales, Lead Generation, Sales Coaching, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Tips|0 Comments

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 [...]

27 11, 2014

Selling is not About Performing Magic and Manipulation (Part II)

By |2019-03-20T04:51:42+00:00November 27, 2014|Sales Coaching, Sales Prospecting, Sales Tips|0 Comments

  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 [...]