Sales staff turnover is extremely costly to a business. Not only does it take a lot of money to recruit, hire, and provide sales training, but there is also a tremendous cost in terms of deals lost when salespeople are replaced, and new sales hires are ramped up and trained. The good news is that [...]
Whether you are a fan of Tom Brady or not, you must respect his consistent results. In the past 15 years, his team has only missed the playoffs two times. Of those playoff runs, his team went to the Super Bowl six times, winning four of the six appearances. And in all of the other [...]
B2B cold calling can be tough. Not only is it tough to get sales prospects on the phone, but when you do, the prospect may end up being a little difficult or not completely friendly. The first step to improving your ability to deal with difficult or unfriendly prospects is to stop and try to [...]
This video contains a webinar that focuses on helping you build and maintain mental strength while selling. The Profession of Selling Can Be an Emotional Rollercoaster This is an important topic because being a salesperson can be really tough. Regardless of how good you are or not, there are simply highs and lows. Deals [...]
It can be tricky to provide sales coaching 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 [...]
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. [...]
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 [...]
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 [...]
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 [...]
What if there is a way to sell more by selling less? Here are four tips for changes that you can make that will lead you to not trying so hard, and you might just end up selling more at the same time: 1. Minimize the product and company talk tracks A typical salesperson [...]
