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Sales Training Blog
3 Mental Shifts to Make Your Sales Soar
With all the negative perceptions of selling, it can be challenging to feel good and confident about our profession. As a result, many of us have feelings of guilt when asking for the order or making a profit, and today I want to help you make three adjustments that...
3 Ways to Immediately Increase Your Sales Credibility
In my article “The Three Keys to Persuasion,” I wrote that credibility is the most important factor your prospects will consider before buying from you. How do you increase your credibility? While there are numerous factors that people will subconsciously consider,...
How to Sell Without Being Pushy
We’ve all been through it. We ask for the sale, and the prospect replies “Let me think about it…” We know in our hearts that this thinking period often means a slow but certain death to the sale, but how can you create urgency without being just another pushy...
Three Steps to Handling Any Sales Objection
We all have concerns when making a purchase decision. To salespeople, these are often referred to as “objections,” which has a rather harsh association with arguing court lawyers. Whatever we call them, objections are simply reasons that will prevent our prospects...
How to Win Sales as the Underdog
We love stories about underdogs. There’s something inspiring about fighting against all odds to emerge battered, bruised, and victorious. This heroism was demonstrated by the Western Bulldogs seizing the AFL Grand Final this week. When starting a new business, one of...
Why Experience Does NOT Equal Competence
In my article “Considerations for Entrepreneurs when Hiring a Salesperson,” I wrote about the importance of self-motivation. In the last few weeks I have heard sales managers dismiss basic sales training in light of their sales staff having many years of experience....
Sales Clichés That Desperately Need to Be Retired
Which sales clichés need to be retired? We often use proverbs to convey nuggets of insight in a simple way. Many come from hundreds of years of wisdom and stay true to this day. Others, although resonating with our personal experiences, have been proven woefully...
Considerations for Entrepreneurs when Hiring a Salesperson
When a business begins earning enough revenue to hire employees, the decision to hire a salesperson can be a difficult one. The biggest question for the director is “will this person sell much more than what we’re paying them?” Today’s article will provide you just a...
3 Reasons I Avoid the News (and Why You Should Too!)
For salespeople and business owners to perform at their best, they need to be in peak health mentally, physically, and emotionally. The highs and lows of sales can wear down even the toughest of us. As a result, it is critical that we take good care of ourselves to...