What does “No Thanks” sometimes really mean in Sales?
I was recently doing some shopping at a local “big box” store and while I was there, they were giving out free samples of various food items. Being one of those people who lives to eat (as opposed to those who eat to live), I usually do not miss an opportunity to stimulate my palate, […]
Only 10% Of Sales Professionals Are Experts At This
Perhaps you’ve heard the quip, “We were given two ears and one mouth for a reason,” It is such a well-known quote because good listeners are difficult to find. How difficult you may ask, well according to Psychology Today, research shows that only about 10 percent of us are good listeners. Here is why this […]
The Types of Questions Your Customers Are Tired Of Hearing
Not long ago we were having a training session with one of our clients as we worked through a small portion of our NeuroQuestioning Program. It’s a program designed to help sales professionals and customer service individuals learn and understand how the brain reacts to specific questions when asked. One exercise we have everyone work […]
Use This To Boost Your Sales Training
“The only thing worse than training your people and losing them, is not training your people and keeping them.” Zig Ziglar Have you ever seen this famous quote by Mr. Ziglar? While I agree with that statement 100%, have you ever purchased Sales Training for your people to then not see a lasting, measurable difference […]
Why Understanding This Can Eliminate The Need To Discount Your Price
Early in my career, I had the privilege of living in Europe allowing me the opportunity to travel to parts of the world that I had always wanted to visit. One of these locations was the country of Tunisia. I distinctly remember a trip to one of the local village markets, and the best way […]
How to Get Prospects to Say YES In More Conversations
I don’t know about you, but when given a choice to root for the underdog or the 5-time champion, I’m pulling for the underdog. As a matter of fact, a recent survey found that 88.1% of people will root for the underdog when given the choice. This happens in sports, with our favorite movies, novels, […]
How To Prospect for Leads Correctly on Linkedin
It is safe to say that the world we live in is becoming more and more digital. In fact due to Covid over 90% of B2B Organizations have transitioned to a virtual sales model but yet despite this 76% of Sales reps have reported that virtual selling is less effective than face to face*. (*McKinsey […]
How To Effectively Eliminate Price As An Objection
Early in my investment sales career, I worked for a mutual fund company that had become the darling of investors and advisors because of the strong short and long-term performance of one of its funds. Our investing style was quite unique because we had a very concentrated portfolio of companies (compared to most of our […]
The One Question to Ask When Your Prospect Says “No”
Have you ever had a prospect say “no” before you even explain who you are and what you do? Saying no, especially if they did not initiate the conversation, is human nature. Most of the time they don’t even know what they are saying no to. Typically, an instant “no” happens because you are […]
Why Companies are Failing to Duplicate Great Sales Professionals
Last month, Indeed put out a list of the main characteristics that make up a great salesperson. They make the statement that, “It’s said that it takes a unique type of personality to succeed in sales, possessing most of if not all the following characteristics.” The list they compiled was composed of the […]
