LATEST SALES RESEARCH, TRENDS, AND TIPS
Sales Training Blog
How to Create a Sales Team without Commissions
https://youtu.be/7BWM1tTwgpo Last week I wrote about The Dark Side of Sales Commissions, which highlighted that commissions can produce a self-centred focus, unethical practices, and a negative competitive mindset. Today, I will share with you three ways you can...
The Dark Side of Sales Commissions
https://www.youtube.com/watch?v=zD3gpunGh78 Earning sales commissions feels great! The rush of hard work paying off and winning is one-of-a-kind. When I first entered the field of sales, I would dream of what I would do with the extra money. It wasn’t long however,...
3 Tips for Sales Goal Setting in 2017
Last week I wrote about the importance of goal setting for the New Year. If you don’t want to fall into the trap of giving up on your goals before the end of January, you’ll need strategies to ensure sticking to them. Today, I’d like to share with you three simple...
3 Sales Activities for the Christmas Season
https://youtu.be/NIPsrkI3-do As we approach the Christmas season, many of our clients are beginning to go on holiday, and buying decisions are being postponed for the New Year. It may be tempting to kick back and enjoy the quiet, but this is not for the proactive and...
3 Non-Negotiable Principles for Sales Negotiations
In complex sales, skilful negotiation is a key tool in the salesperson’s repertoire. Experienced procurement officers are trained to extract the lowest possible price from you and your company. Unless you are well prepared, you may end up striking a deal you may later...
Why You Should be Proud of Profit
Have you ever found yourself chatting with friends about how ridiculous profit margins for some products are? I have heard it said that a pair of Nike shoes costs only $5 to manufacture (it’s actually ~$30), after which all those present lift their noses...
Are You a Leader in Sales?
https://www.youtube.com/watch?v=DhV3eVskYEY&feature=youtu.be It brings me great joy to see the new paradigms salespeople are adopting in today’s marketplace. I often encourage my audiences to see themselves as a “doctor of selling,” expert consultant, and in a...
The Power of WHY in Sales
https://www.youtube.com/watch?v=y39HzaQ3V2A&t=32s A few weeks ago I listened in on one of the most fascinating sales calls of my career. It began with the prospect stating absolutely: “There is NO way you will convince me to buy…” Wow! Talk about having a strong...
The Magic of Discipline in Sales
Have you ever set yourself a sales goal (e.g. I will make 20 sales calls a day), and then fail to meet it? It’s easy to beat yourself up for lacking willpower, but oftentimes it comes down to a lack of discipline. What’s the difference? I define willpower as the...