Drive Sales Performance Metrics by Selling to a Gap I recently started working out again, so I decided to seek out a gym. As I weighed Lifetime Fitness vs. the local rec center, the options were overwhelming. So, I sat down with the GM of Lifetime Fitness and he said, “Can I ask you a …
Learn To See Through Your Prospect’s Eyes To Increase Sales Performance Metrics When I had my call center, I remember fielding a question from a member of my inside sales team after she finished a call. She said, “I just got off the phone with a guy who said he didn’t have time to talk …
Adopt and Express Humility to Increase Sales Effectiveness Are you the kind of sales leader who often thinks: “I’m constantly dealing with idiots”? I get it, sometimes it can feel like you’re working on an island managed by six-year-olds. With that perspective, however, it’s likely that not only prospects, but your sales team, will view …
Revising the Sales Playbook to Ignite Sales EQ There was a book a few years ago called Blue Ocean Strategy. The concept was that a blue ocean means that the water is deep, has a lot of fish, and has fewer people fishing. Thanks to COVID-19, however, businesses are suddenly finding themselves in a red …
Have you ever thought about the potential of a $5 bar of iron? If you’ve never seen one, there’s not much to it. Just a simple rectangle, like a bar of gold bullion, though a heck of a lot less expensive. But just because it’s a $5 bar of iron doesn’t mean it has to …
We have reviewed how to identify sales objections and separate out true concerns from the trivial pursuits. We reviewed the types of real sales objections that we encounter in the sales process. And we reviewed the best time to address these objections. So now it’s time to look at how to overcome sales objections through …
How to Overcome Sales Objections With the Right Response Read More »
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