Even though prospecting for sales can be difficult, there are some small things that you can do to improve your results. One of those small sales tactics is to always keep in mind the concept of opportunity cost when deciding which prospects to spend your valuable time with. What is the opportunity cost? As a [...]
Being able to qualify a sales prospect is a critical skill for being a successful salesperson. This skill will enable you to determine if a prospect has a low probability of moving forward, and if you can clearly see that, you will be able to prevent yourself from wasting valuable time with bad sales prospects. [...]
Having the right mindset during phone prospecting can sometimes be the difference that takes you to the next level. In this video are some tips to help you improve your mindset. Increase Your Value Awareness When phone prospecting, you can receive a lot of negative feedback from prospects in the form of rejection or a [...]
Overcoming objections in sales is a key to being consistently successful. In this video, we outline some tactics and examples. Focus on How You Differ One tactic that you can use with overcoming objections in sales is to focus on your differentiation and how you differ from your competition. This is an approach you might [...]
You are guaranteed to face sales objections when you are in the field and on the phone. In this sales training webinar, we present how to get around and defuse the objections that will stand in your way. Sales Objections that You Can Anticipate Regardless of what you sell, you can anticipate encountering [...]
Being good at closing a sale does not require being manipulative or pushy. If you want to be a better closer, you need to make sure you are asking the right questions. This video is a clip from a webinar that we hosted on questions that you can ask when you are closing a sale. Trial [...]
In this video are some examples of open-ended sales questions. Need vs. Want Open-Ended Sales Questions It can be easy to end up working on a sales lead or sales opportunity where the prospect expresses a lot of interest in what you are trying to sell. But does this mean that you can count on [...]
When working in B2B sales, it can help to do what you can to not sound like a salesperson. Why Sounding Like a Salesperson Can Be Bad The reason that we make this suggestion is that when you are in B2B sales, you are going to face prospects that get sold to a lot. Every [...]
One of the best ways to improve the performance and sales of your salespeople is to provide a sales playbook. A playbook is a set of instructions and sales tools that can be provided to a sales team to provide clarity and direction on how to generate sales. Components of a Sales Playbook A playbook [...]
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 [...]
