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. [...]
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 [...]
As you try to determine which sales prospects to pursue and which ones you should continue to invest time in, it can help to have clarity around which ones are likely to purchase from you. Your time is very valuable, and you need to protect it from being wasted on poor-quality sales prospects. To improve your ability [...]
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 [...]
One of the most potent sales tactics is the sales takeaway. This refers to the sales tactic of taking away what you are trying to sell to either motivate the prospect to move forward or fully disqualify them and move on. While this is a great sales tactic, it is critical to use it only [...]
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 [...]
