Increase Sales Metrics by Using the Balance Close One of the best sales books you’ll ever read is Ben Franklin’s autobiography. He’s really the only American philosopher we had. And he’s one of our only inventors and philosophers. What made Ben Franklin such an expert in sales? The way he made decisions. For any …
They Didn’t Put Him on the $100 Bill for Nothing Read More »
Be Proactive with Objections to Drive Sales Metrics When we consider some of the toughest objections we deal with as salespeople, financial objections have to be on the top of the list. Budget and cost are difficult things to combat. I mean, either the money exists for your product or service, or it doesn’t, right? …
Resolve Objections With Points of Agreement to Increase Sales Performance If you look at any negotiation process, there’s a lot of wording out there about battling an objection. Now I’ve watched a lot of high-level negotiators in my life. But I’ve never seen high-level lawyers or high-performing salespeople battle.
Sales managers, here’s something I’ve noticed that may be frustrating you when your new salespeople start their sales negotiations.
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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