Taking an Other-Centric Approach to Increase Sales Performance Metrics Have you ever wondered why people sometimes form inaccurate impressions about you? Do they rush to judge you too quickly? This limited view we have of ourselves, and of others judging us only on what they see of us is called the Iceberg Effect. It’s based …
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 …
How to Sell Like a Professional in Today’s Environment Read More »
This post on the sales process was originally published on Aug 28, 2017 and updated on Aug 7, 2019. Here’s a question you need to ask yourself about your sales process: If I could get in front of more qualified prospects, how much more could I sell? In all of my training sessions and sales …
Boost Opening Your Sales Process with Technology Read More »
Previously, we reviewed a few of the classic sales closes and how they don’t work in our current sales environment. There are two other classic closes that we should review to understand how they fit into our new global sales environment.
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” …
3 Steps to Resolving Objections and Winning the High Ground Read More »
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 …
How to Build Better Responses to Sales Objections Read More »
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