Going Beyond Sales Obstacles to Increase Sales
Most of us who have attended any sales training or read any sales book have experienced this term: Sales Obstacles. However I believe now is the time to rethink this term and replace it with this one:...
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Maybe The Answer Is Not An Action Plan to Increase Sales
Funny how many people each month come to my website seeking an action plan to increase sales, an action plan to improve sales or action plans to increase sales. Yet maybe the answer is not to be found...
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Finally a Sales Expert Took Zig Ziglar To Heart
Years ago I read the following definition for sales by Zig Ziglar: “Sales is the transference of feelings.” As someone who consistently writes about the impact of emotions in sales, I was so glad to...
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Moving Beyond Inspiration to Perspiration
Many people are inspired. They listen to a Ted Talk, read a good book to attend a sales training event. Yet at the end of the day or a couple of days later, that inspirational message is like dust in...
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The Lack of Clarity Is the Unseen Shadow Behind Many Sales Objections
One of the most important sales skills top sales performers can have is to bring clarity to sales objections. This lack of clarity by the buyer is usually evident when stalls surface during the sales...
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CREATE Powerful Sales Conversations
Building upon selling or sales being the transference of feelings, the question then becomes how to ensure those feelings are transferred? In working on some sales training for a new client, I...
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The Reality of Selling Has Always Been This
So what is the reality of selling? If you listen to many of the sales trainers, sales consultants to sales authors, the reality is 100% focused on the salesperson. Ask this question, make this...
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What Is the Purpose of Sales Skills?
Good sales skills are essential. Yet with all the emphasis on the more technical skills like discovering wants and needs; asking open ended questions or turning stalls into objections, I sometimes...
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2017 New Sales Behaviors Replace Building Rapport with Building Trust
How many sales training programs focus on “building rapport?” Shouldn’t our sales behaviors be more intentional? Shouldn’t we be building trust from the first handshake, the first exchanged words?...
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2017 New Sales Behaviors Replace Create with Connect
The last couple of years in the word of sales training there has been a focus on sales behaviors specific to how salespeople create value. I find this word “create” to be misleading and very much ego...
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2017 New Sales Behaviors Replace Obstacle with Limitation
How many times have you heard this word “obstacle” in many sales training programs or books on sales fact finding? This word makes you sound like all the others salespeople out there peddling their...
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Sustainable Sales Success - Tip #20 - Empathy
People buy from people. This is a fact. Since people buy from people, then to develop those people relationships is very dependent upon the salesperson’s capacity for empathy. This may help to...
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If I Only Had a Sales Brain
Remember the Scarecrow in the Wizard of Oz and his fervent wish of “If I only had a brain?” Sometimes I hear this somewhat similar desire with salespeople who appear to yearn for a sales brain. Would...
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What to Improve Your Sales Skills? Then Go Beyond Most Sales Training
Most sales training and much of the sales coaching focuses on how to improve sales skills. To reach that next level of sales success may require going beyond current, almost cookie cutter, robotic...
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Wow I Never Thought of Those Sales Questions
One of the results of this blog and my LinkedIn Pulse postings is the request to do podcasts from other sales experts to entrepreneurs. These interactions usually are around specific sales questions...
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Sustainable Sales Success - Tip 06 - Cold Calling Etiquette
With caller ID, many SMB people are reluctant to answer their phones. For me, if I want sustainable sales success, I answer all calls. What I have noticed is many who engage in cold calling have failed...
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Sustainable Sales Success – Tip 05 – The Educated Buyer
Sustainable sales success tips are all through the Internet. Yet in my sales training research very few sales programs to even books on selling recognize this important key fact – The Educated Buyer....
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Sustainable Sales Success - Tip 04 - Articulate Value
In doing some research for a webinar I conducted on using LinkedIn Pulse as a marketing platform, I came across this sustainable sales success barrier: The Inability to Articulate Value Here is what I...
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Remember This to Unlock Sales Motivation
In response to this LinkedIn Pulse article, 7 Top Tips to Hire & Keep Rock Star Salespeople, a SMB owner shared his own frustration in hiring and keeping commissioned salespeople. In his efforts...
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Sustainable Sales Success - Tip 03
The world is changing at rapid speed. What this means for those who want sustainable sales success is embracing their own professional development. No longer can professional salespeople rely on...
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