Sales Performance

How to Sell Like a Professional in Today’s Environment

Sales Game Changers Podcast Episode 171 features Lance Tyson What does it take to succeed in today’s complex sales environment? What do you need to break into the top 10% or even 20% when selling premium suites for national sports franchises, or big-ticket luxury items, or top end experiences and events? In this episode, Fred …

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3 Steps to Resolving Objections and Winning the High Ground

Here’s a tip I’ve learned in my travels through the sales landscape – words matter! The words you use help frame the situation. And how you frame the situation will either expand or limit your options in resolving objections and mastering negotiations. Consider the negotiation process. There’s plenty of phraseology out there that highlights “battling” …

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How to Build Better Responses to Sales Objections

Here’s an sample sales call dealing with sales objections pulled from our field experience. My team and I were working with an NHL team that was selling a complex sponsorship package to a small to mid-sized furniture chain around Columbus, Ohio. In this particular situation, the sales rep was selling this package to a furniture …

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