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Sales Training Blog
Think Like an Entrepreneur Salespeople!
Salespeople, think like an entrepreneur! This will be one of the greatest changes you can make to your career. By contrast, the employee mindset says “someone else is responsible.” “My job is just to close the sale.” Or, “I’ll just sell as much as I need to stay...
Empathy in Sales
Introduction to Empathy in Sales The profession of sales requires a greater level of people skills than any other profession. Incredible amounts of social finesse are required in every step of the sales process. For example, you need empathy in sales when you’re...
Integrity Selling: A New Era of Sales
Introduction to Integrity Selling Over the last few decades, salespeople have been drilled to use heavy handed tactics to coerce and badger people into buying their products. For example, the well-known adage of selling: “Always Be Closing,” has been the mantra of...
Selling Benefits vs. Selling Value
Introduction Traditional sales training has done a fantastic job at teaching salespeople about the differences between selling features and benefits. Benefits are far more persuasive because they translate features into a simple language. This enables prospects to...
Is Money the Root of All Evil?
Is money the root of all evil? It certainly seems to be the case in our mainstream media. Every so often we see news articles like “Greedy CEO Cheats Thousands of Life Savings,” or “Corrupt Politician Misappropriates Taxpayer Funds.” It’s no wonder that our culture...
“It’s not what you know, nor who you know, but who you are” that counts
It's not what you know: The Wisdom When it comes to sales and career success, the old adage is that “It’s not what you know, but who you know.” It's a very useful phrase that highlights the importance of your personal relationships over your technical skills. It...
3 Reasons Batman is a Terrible Professional Role Model
Don't get me wrong, I love Batman. Since I was a little boy I have collected his comics, followed his TV shows, played his video games, and watched his movies. Though human, he possesses god-like abilities (enthusiasts debate emphatically that...
Powerful Sales Presentations – the 3 P’s
Are your sales presentations lacklustre and unpersuasive? Want to deliver powerful sales presentations? While there are many ways to improve, I want to share three of our top tips that will turn your sales presentations into deal makers! And yes, they coincidentally...
The Richest Man in Babylon Book Commentary
Without financial discipline, the successful salesperson will part with their commissions as quickly as they have earned it. No matter how much you currently earn, learning to manage your money is critical for long-lasting security and...