How to use deadlines in your selling process One of the biggest obstacles salespeople deal with is the “Let me think about it” or “I haven’t looked at your information yet”. Is there a non-pushy or non-salesy way to reply to that obstacle? Where do I go from there? How do I dig out of […]
Communication vs. Sales Communication: What’s the difference? There is a difference between communicating and communicating to sell. Becoming effective at sales communication is critical to every salesperson. It’s the skill that gets us to the heart of what we do; help customers. In their self- assessments, many salespeople will often tell me that they are […]
Check your prospect’s RAP sheet Take a historical tour of your prospect’s prior actions In training workshops, I always recommend that you take a tour of your prospect’s farm or agribusiness whenever possible. It gives you a chance to see firsthand what is going on in their operation and opens up a lot […]
Everyone is in sales. “I’m not sure why I’m in this training. I’m not in sales.” Says the plant manager, truck fleet dispatcher, customer service rep, service department manager, IT employee, tech-research person. I hear this frequently as I prepare for sales workshops with teams. […]
Create your own diagnostic tool for prospects to provide evidence of your value Every salesperson can use some form of a diagnostic tool to help determine the value you bring to a prospect. On a recent episode of Dateline, a prosecutor made the statement, “Juries like to have a body and […]
How to be persistent and not pushy when prospecting The really short answer: Never! The question of when to give up on a prospect comes up in almost every sales training workshop I put on. Normally, it’s during the prospecting portion of the training. I like to get […]
Learn how performing at an open mic night can help your selling skills Good news: You don’t have to participate in an open mic night at a comedy club to learn these lessons. Bad news: I did! In sales training workshops, some of the most important emotional topics we deal with are fear, confidence, and […]
From one salesperson to another, these quotes will help you in your journey in becoming a professional salesperson Over the years in sales, you drive a lot of miles. Driving those miles, gives you a lot of time to just think. A lot of that thinking revolves around what it takes to be successful […]
Do you have good answers to these three questions? The favorite part of any sales training workshop is the “Understand” phase. This is the part of the day where we learn how to get better at asking questions. As good as we think we are, we can always get better […]
Help your customers! Especially when your product list looks like the menu at Cheesecake Factory On my first day in sales, I went to my manager’s office to get some training on what to do as a salesperson. After three years as an office manager, I was making the big switch to sales. “Here you […]
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