Greg Kish, Vice President Sales & Service with Legends at LA Stadium & Entertainment District at Hollywood Park Q: Tell us about the work you do with Legends A: Legends has been fortunate enough to partner on the most ambitious projects in the history of sports and entertainment. My role is being a steward of …
Case Study Reveals Sales Training Ideas That Will Impact Your Bottom Line Read More »
When we conduct our sales training, a fast rule we follow is that there are no special skills in closing. In a different article, the Myth of the Perfect Closing Script, I conveyed my dismay at salespeople’s adherence to those relics. Those sales closing tips are a part of a different era, a different environment, …
A question I often get in my consultation sessions is, “Bob’s not motivated. What’s the best way to motivate Bob to get out there and sell more?” Well, I don’t know if there’s a best way to motivate sales people because I actually don’t believe motivation is an outward force. It’s not something you do …
Here’s an interesting point I noticed in my trainings. When it comes to objections, salespeople do their best to avoid them. Overall, sales reps are usually looking to find things that are contribution-biased, things that are in their favor. They really hate to bring up objections. So most sales reps don’t even bother asking for …
This article on how to close business was originally posted on September 9, 2019 by Lance Tyson in SellingPower For sales professionals, there is perhaps no single word more enshrouded in mystery than “closing.” If you check out the descriptions for sales jobs, you’ll find that companies are always looking to hire closers. There’s a …
How to Close Business in a Complex World: Bring It in for a Landing Read More »
This article on sales objections was originally posted on July 8, 2019 by Lance Tyson in SellingPower We’ve all had experiences when we felt a sale was going pretty well, and we felt the momentum gaining. Then, out of the blue, brake lights. Everything comes to a screeching halt. A prospect will suddenly tell you …
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