by Ben Lai | May 23, 2017 | Negotiating and Closing the Sale
“Always Be Closing” has been a popular sales mantra for decades. While there may be some credit to the phrase (e.g. asking for incremental commitments), undue emphasis has been placed on this for sales success. Today I’m going to share some ideas to balance the...
by Ben Lai | May 18, 2017 | Sales Mindset
In 1970 an experiment was conducted on pre-schoolers to gauge their ability to delay gratification.1 They were asked to resist eating a marshmallow for 15 minutes. Then, they were promised an additional marshmallow if successful. Follow up studies revealed that the...
by Ben Lai | May 10, 2017 | Sales Management Training
To sell effectively, we need to be proud of our profession. To take pride in our work, we need a fresh paradigm that overhauls the old pushy stereotype. Today I want you to imagine and think of yourself as a leader. Here are three mindset changes will transform the...
by Ben Lai | May 3, 2017 | Complex Sales
Nowadays, it’s rare to sell a product on a single phone call. Times have changed, and sales have become more complex. But what makes them complex? What are the factors you need to consider when selling to corporations? Today I’ll share with you what makes sales...
by Ben Lai | Apr 26, 2017 | Sales Mindset
Kaizen is the Japanese philosophy of continuous improvement. It is powerful in its simplicity, and has the power to transform your life and sales. If you improve your sales skills just a little every day, the benefits to your career will be exponential over time....
