Sales Process

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.

Land the Plane Already!

Increasing Sales Performance Means Asking the Question to Close There was a famous sales study from the 1970s done by Mutual of Omaha that you may have heard about. The set-up was this: they went to their home market in Omaha and targeted some folks who would be good customers for them. They picked about …

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It’s as Easy as DDE

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? …

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Never Battle With the Buyer

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.

Want More Sales? Sell Less

Increase Sales Metrics by Targeting Solutions A buyer’s inherent objection that all high-performing salespeople deal with is doubt. I don’t mean doubt in the salesperson’s abilities or solution necessarily, though that certainly is a real factor. I’m talking about the buyer, the prospect, the patient, doubting whether or not they even have an issue that …

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Oh Yeah? Prove it!

Drive Sales Effectiveness by Using Evidence Once a salesperson has diagnosed the buyer’s problem correctly, he or she needs to present the right prescription in such a way that it persuades the buyer to see value in the solution or opportunity. A high-performing sales team knows they need to gain the high ground in order …

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