Sales Training

Does One Size Fit All?

2021-11-17

The best salespeople are good amateur psychologists. They are able to quickly assemble a mental profile of their prospect’s personality to better understand the issues that that prospect is facing. These salespeople / psychologists are often described as “good judges of people.” How do they do that? They observe the prospect – their dress, accessories, […]

Top Universal Sales Closes

2021-11-17

If you are to become proficient in closing the “sale” you will have to become knowledgeable of the many different types of sale closes. First of all, a good salesperson must understand this fact; products and services are sold, not bought and top salespeople always plan their closes in advance. Shooting from the hip is […]

Smarketing The Bastard Child of Sales and Marketing

2021-11-04

It was a cold, rainy night in the loud, dingy city. Down the street, a neon light flashed Elmer’s Bar. She glanced at the sign and said: “just one to ward off the cold.” She went inside and ordered a cosmo slightly chilled with a lime twist, her favorite. The bartender said, “lady we don’t […]

How to Stop Saying “Just Checking In” in Sales

2021-11-01

I am sure if you are in sales you dread the word “follow up.” No salesperson wants to call and say, just “checking in.” The problem with following up after a presentation is the prospect has all the information so what do you say now? Plenty- read on for ways to follow up no matter […]

Great Tools for Uncovering Pain

2021-10-28

One of the chief elements to closing business using the Sandler System is to uncover your prospect’s pain and make them re-live it. Most people buy emotionally, so getting your customer to emotionally re-live his or her pain is a sure-fire way to get them to buy your product or service to relieve their pain. […]

Objections – The 2 Main Categories

2021-10-28

A. Objections B. Excuses (disguised as objections) What is the difference? Objections have to do with real questions, problems, misunderstandings, point of views and perceptions of the product or service we are selling, from the prospect. Once you have those objections from the customer, then YOU KNOW that there is a real chance to have […]

Personal Development Programme: Make A Difference in the Workplace

2021-10-24

Running your own company can be a challenging endeavour. It is critical to streamline the business procedures to ensure the continuation of operations effectively with profit. Smooth operation of your company comes down to the individuals who perform the given tasks, such as staff in the production department, office employees creating and issuing documents and […]

5 Tips for Improving Performance in Small Sales Teams

2021-10-22

In my years of experience in sales and sales management, I have observed many small and medium sized sales teams. Often, they struggle to perform at capacity and hit their goals and it’s frequently a sales management issue. Sometimes it’s because the CEO or business owner is the de facto sales manager and is wearing […]

Qualifying Prospects for Higher Success Rates

2021-10-21

Identifying and measuring a prospect’s pain early in the sales process is one of the most effective ways to increase sales. So how do we uncover a potential client’s pain without being obvious about what we are doing? You already know and understand why Bonding and Rapport is the first step in the Sandler Sales […]

How To Sell If You Hate Sales

2021-10-20

If you want to be a successful person, whether it is a business venture, a job interview or to convince your boss to give you a raise, if you want to build successful relationships with people of the opposite sex, or in many other situations in life, you must free yourself from your preconceptions about […]