Sales Coaching

How to Close the Sale and Win More Deals Using Fewer Closing Techniques

To close the sale, you don’t need special skills like sales reps did in the past. In the last century (and yes, it feels strange writing that), salespeople trained specifically on how to close the sale because the prevailing attitude was that the sales rep held all the assets, the information, and the upper hand. …

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Overcoming Objections in Sales With 4 Powerful Tactical Responses

We have reviewed how to identify sales objections and separate out true concerns from the smoke screens used by disinterested buyers. We reviewed the types of sales objections we encounter in the sales process. And we reviewed the best time to overcome common sales objections. So now it’s time to look at overcoming objections in …

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How to Open a Sales Call: Use the Affinity Rule to Improve Sales Effectiveness

Coaching your Sales Team to Set More Meetings, Close More Deals, and Surpass Their Performance KPIs As a sales manager, you’re always looking for ways to improve your sales process and improve the performance of your sales team. One of the ideas that we constantly coach salespeople on in our sessions is that the most …

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Know Your Why

High-Performing Sales Teams Always Know Their Prospects’ Needs   I’ve done all types of real-time phone coaching with a variety of inside sales teams. Getting the gatekeeper to put a decision maker on the line is easy. Listening to the decision maker chew you out for a useless interruption with no value is a lot …

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The Myth about Legendary Closers

Trust Your High-Performing Sales Team To Close Legendary closers are like Bigfoot, like leprechauns. They just don’t exist. But if you look at the classifieds under sales jobs, companies are always looking to hire skilled closers. Somehow, closing has become some kind of mythical skillset only a handful of enlightened beings have mastered.

Use sales starters for a strong sales opening

Have Them at Hello

Encourage Sales Starters to Build a Strong Sales Team Getting a two-way conversation going is crucial to increase sales effectiveness, and questions are a great way to do it. Let’s talk about Sales Starters. One time I was with one of my new hires, Ellen Valudes, at a meeting with a