7 Tips for Building Confidence in Sales

Posted on Thursday, December 18th, 2014 at 9:04 am by and is filed under Pre-Call Planning, Professional Selling, Prospecting, Sales Leadership.

One of the best definitions of confidence that's out there is "knowing what you know." This isn't Psychology double-talk; the definition refers to the awareness that you have to ability to successfully complete a given task. Confident people can point to a track record of success. They think like winners because they know they are, and much like any other field, top salespeople have figured out the best ways of building confidence in sales. Scientific studies have identified more than 30 traits salespeople ... Read More

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The Straight Line Selling System & The Wolf Of Wall Street… This Stuff Still Exists?

Posted on Monday, November 10th, 2014 at 9:52 am by and is filed under Uncategorized.

Click Here to See The Straight Line Selling System: The Good, The Bad and The (REALLY) Ugly     Check out this Popular Whitepaper Now! The 21 Biggest Myths in Sales… And How To Destroy Them!  

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The World’s Most Complete List Of Job Titles For Salespeople

Posted on Thursday, October 9th, 2014 at 11:12 am by and is filed under Professional Selling.

Click Here to See The World's Most Complete List Of Job Titles For Salespeople

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Successful Selling: 6 Ways to Improve Your Sales Listening Skills

Posted on Tuesday, September 30th, 2014 at 9:54 am by and is filed under Uncategorized.

Selling is both a talking and listening art and science. You have to be able to listen to verbal communication as well as detect non-verbal clues. During your sales presentation, there must truly be an absolute balance in communication. The interesting thing is that the most common error in sales falls on the side of talking too much instead of listening too much. 6 Tips for Improving Your Sales Listening Skills Rule #1: Always present benefits coupled with feedback questions. Never present more ... Read More

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Sales Managers: How to Manage the Boss’s Son

Posted on Tuesday, September 23rd, 2014 at 10:51 am by and is filed under Uncategorized.

Nepotism is a fact of life in the business world. In some cases, it can be a good thing, as company founders will often pass down their skills and knowledge to the next generation of their family. Sometimes, however, nepotism can be a plague to a business. This is especially true when nepotism manifests itself in the form of underperforming salespeople who only keep their position because they are personally close to the founders of the company. These salespeople are often known as ... Read More

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The 12 Universal Sales Truths

Posted on Tuesday, September 16th, 2014 at 8:36 am by and is filed under Uncategorized.

Is there any one single best way to sell a product or service? There are definitely best practices, and there are also a number of effective approaches. Whatever sales methodology you use (you should be using IMPACT - learn why), the following universal sales truths are sure to cement the sales process together. The 12 Universal Sales Truths Here are the 12 Most Universal Sales Truths that we have seen work in any sales environment, selling any product or service, anywhere to anybody. ... Read More

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7 Characteristics of the Most Successful Salespeople

Posted on Thursday, September 11th, 2014 at 9:43 am by and is filed under Uncategorized.

There are many interpretations of what sales success "looks" like. But what are the specific characteristics of the most successful salespeople? There are many. Do the characteristics of the most successful salespeople include: Having an above-average closing ratio? Consistently meeting or exceeding quota? Make more contacts than are required? Spending more time out in the field than most? Prospecting more often and more persistently than other salespeople? Absolutely. These are clearly the activities that the most successful salespeople do. That being said, there are ... Read More

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Prospects Comparing Your Proposal to the Competition to Get a Better Price? Do This.

Posted on Tuesday, September 9th, 2014 at 12:03 pm by and is filed under Uncategorized.

In the world of professional selling, particularly when selling to the purchasing department, it's commonplace for buyers to do their best to commoditize your product or service. When prospects are comparing your proposal to the competition in an attempt to create a bidding war, the buyer is working to further put themselves in the driver's seat and get the lowest price they can. How to Differentiate When Prospects are Comparing Your Proposal to the Competition In the current economic climate, it is becoming ... Read More

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Applying the Principles Behind Application Based Selling

Posted on Thursday, September 4th, 2014 at 11:55 am by and is filed under Uncategorized.

Mastering the Difference Between Demonstration and Application Based Selling There’s a big difference between simply presenting your product or service to a prospect and carefully recommending your product or service as something that solves a specific problem, fills an exact want, satisfies a stated need or provides a unique answer that they’re really seeking. In the final analysis, prospects are rarely seeking an off-the-shelf solution. They want a customized recommendation that goes way beyond what the typical demonstration based sales model can support. The ... Read More

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The 7 Universal Rules for Sales Success

Posted on Tuesday, September 2nd, 2014 at 9:09 am by and is filed under Uncategorized.

While the world of professional selling can be full of uncertainty and adversity, having some baseline rules for sales success can be a huge time saver. The following 7 rules for sales success are based on principles that have proven themselves successful with hundreds of thousands of salespeople worldwide. Here they are: The 7 Universal Rules for Sales Success 1. Proper positioning, prospecting and pre-call planning will guarantee that you will be in front of the right people with the right message at ... Read More

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How to Get Technical Salespeople to Sell

Posted on Wednesday, August 27th, 2014 at 10:42 am by and is filed under Uncategorized.

Selling a highly technical product or service requires a certain skill set: one that ties a deep understanding of the features of the offering with the ability to persuade prospects and customers to buy by presenting the benefits of the offering. The challenge? Many technical salespeople tend toward "feature dumping" instead of building value in the mind of the buyer. Let's take a look at why that happens. They have a technical background and get really excited about the "cool" features of their ... Read More

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What’s the Difference Between Price, Budget and Perceived Value?

Posted on Tuesday, August 19th, 2014 at 1:57 pm by and is filed under Uncategorized.

In many of our sales training programs, attendees will ask us: "What's the Difference Between Price, Budget and Perceived Value?" When it comes to the concept of price in sales, there are actually three principles that guide customer behavior: Price Budget, and Perceived value What's the Difference Between Price, Budget and Perceived Value? The differences between price, budget and perceived value in the minds of your prospects are important to understand if you want to succeed in positioning your solution in a way ... Read More

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The Death of “Good Ole Boy” Selling

Posted on Thursday, August 14th, 2014 at 9:27 am by and is filed under Uncategorized.

Sales professionals in the old days had a much different relationship with their customers. In previous generations, selling was more about whom you knew than what you knew. A strong relationship with customers and a few gifts such as golf tournament tickets, fishing trips and the lowest price simply won't cut it anymore. Today’s salespeople face a much different selling environment and the days of “whiskey and ticket selling” are fast coming to an end. The rise of the Internet combined with an ... Read More

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How to Get Salespeople to Sell into a New Market

Posted on Tuesday, August 12th, 2014 at 9:50 am by and is filed under Uncategorized.

In the face of a rapidly shifting marketplace, companies - and sales teams - are having to change focus...fast. Oftentimes, the reason for such a shift involves a "go to" market going away. This often means moving your focus into a new, untapped market.  When considering how to get salespeople to sell into a new market, managers need to stress the potential value of the markets they want to expand into and provide incentives for territory development. Planning is key. When reps feel unsupported or ... Read More

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The Key to Giving Your Company Culture a Sales Mindset

Posted on Tuesday, August 5th, 2014 at 10:21 am by and is filed under Uncategorized.

All parts of a business are important. From customer service to marketing to accounting, a company needs to be able to handle responsibilities across several fields in order to succeed. However, for businesses that want to maintain long-term success, the most important area to be strong in is sales. Mark Cuban, billionaire entrepreneur and owner of the NBA’s Dallas Mavericks, told Reddit recently that sales are the most important element of small businesses. As Cuban put it, “No sales, no company.” Extreme Makeover: Giving ... Read More

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