Build a Scalable Territory 4 ways to drive less miles, call on more customers and be a more effective salesperson It sounds too good to be true, but every salesperson can drive less miles, call on more customers, AND be a more effective salesperson by building a scalable territory. It is very likely that […]
Build a Scalable Territory 4 ways to drive less miles, call on more customers and be a more effective salesperson It sounds too good to be true, but every salesperson can drive less miles, call on more customers, AND be a more effective salesperson by building a scalable territory. Listen in to learn […]
Sales Confidence When meeting with a sales manager, they often tell me they want their salespeople to be more Confident. They know that if their team is more confident, they will sell more and run into less resistance when calling on customers. I couldn’t agree more. However, the struggle is that confidence it is an […]
Sales Confidence 3 Ways to Develop the Courage to Sell When meeting with a sales manager, they often tell me they want their salespeople to be more Confident. They know that if their team is more confident, they will sell more and run into less resistance when calling on customers. I […]
Do you have good answers to these three questions? My favorite part of any sales training workshop is the “Understand” phase. This is the part of the day when we learn how to get better at asking questions. As good as we think we are, we can always get better […]
7 Lessons from the Founder Sales lessons from a great movie Want to watch a great movie? One that is entertaining and has seven critical selling skill lessons? Several years ago, “The Founder” came and went quickly through theatres. So fast, most of us never had a chance to see it. At first glance, it […]
The most important step in the selling process It’s the least trained selling skill in all of sales training: The Follow-up! Getting the next appointment Understanding and using the Sequence of the Sale During workshops on prospecting and cold calling, I like to ask, “How many of you sold one of your last five prospects […]
HOW TO SELL WITH CONFIDENCE…… WHEN SELF-DOUBT IS SCREAMING AT YOU Recently, the area of Confidence in the selling process has become a focus area with several salespeople and teams I am working with. Most of us know that we need a lot of self-confidence to sell. Or, at least the salespeople we meet seem […]
How to sell….. when self-doubt is screaming at you Listen in as we cover these 6 moments Confidence Moment #1: Making the phone call or turning down the driveway on a cold call Confidence Moment #2: Going back or calling a prospect to gain the second appointment Confidence Moment #3: Asking a Closing style question […]
How to Get Comfortable Handling the #1 Objection Salespeople Face Price objection remains the #1 problem sales teams face on a daily basis. In my workshops, coaching sessions and presentations, price objection is still that one area that every salesperson wants to solve. While it will never go away completely, these two skills will help […]
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