Facing Adversity and Assessing Objections Sometimes the best opportunities come out of facing adversity and assessing objections. Today,...

10 quick sales prospecting ideas to boost your sales .  All those ideas dealt with using social media and online properties to make...

The Challenge for Salespeople When Assessing Buying Signals Here’s the pitfall. As salespeople, we have a tendency to have what's called...

Sales prospecting is not dead , and cold calling is not the boogeyman everyone has made it out to be. Don’t get me wrong. I think...

get into the prospect’s mind and answer 5 questions . We must also supply evidence to back up our claims. And we must provide third-party...

Sales Training Exercise - Defining and Explaining a Sales Objection Here’s your exercise this week.  Get with your sales team. Coach them...

Presenting Relevant Evidence Back in a previous post, I outlined a sales call where the sales rep, after performing his diagnostic...

Sales Training Exercise - Coach Your Salespeople to Close the Sale Through Sales Momentum Back in the day, the art of sales was all about...

forms of evidence to help convince, persuade, and influence the buyer. Remember, everything from here on out relies on the three elements...

Sales Training Exercise - Using Analogies in your Visual Presentation Here’s a training exercise we do in our Persuasive Presentation...

4 Items to Include in Your Coaching Sessions With Your Young Salespeople Worldwide, the population group called Millennials is just over...

In a previous post, we talked about who the subject of your sales questions should be. But most salespeople believe the questioning...

A Sales Example - Moving Away from Being a CommodityBe sure to get additional ideas on delivering your ideas in our latest publication,...

Sales Training Exercise – Sales Testimonials Exercise Here’s your assignment this week. Contact 10 of your best customers and simply talk...

First Rule About Social Selling Here’s an observation I noticed about social selling in our current digital economy: We live at a time...

tried a few times to engage a prospect during her sales opening . Yet when she asked a question that cut to the heart of her contact’s...

The Specific Interest Statement in the Buying Process To make the right diagnosis, the salesperson must align their sales process to the...

previous post, I gave an example where I coached a member of my sales team on how to resolve common sales objections at the start of the...

I spoke about empathy and sympathy and how it’s better to be sympathetic to the client’s situation vs being empathetic and joining them...

The Role of Sympathy and Empathy in the Sales Process Here’s something I learned in my past about the roles sympathy and empathy play in...