June 10, 2014
Overcome These 5 Tendencies to Boost Your Sales Performance
When weβre not concentrating on certain positive behaviors, we default into behaviors that prohibit us from getting a sale.
Sales Training Articles
Sales Training Articles
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June 3, 2014
5 Methods to Hold Your Customerβs Attention
Did you know that according to a study by the US Navy, the attention span of the average person is only thirty seconds? That means every thirty seconds your prospects are thinking about picking up the dry cleaning, their date on Friday night or the
May 27, 2014
5 Sure-Fire Methods of Creating Emotion in Your Sales Presentation
What do you tell people about owning your product? Do you tell them that itβs fun, thrilling or maybe adventurous? Do you share with them how good theyβll feel when theyβre using it? Most of us have learned about the benefits of emotional selling or, as
May 20, 2014
Overcoming Objections – When Itβs Not So Urgent
These days, we live in a world where texters, emailers, and phone callers expect an instant response. Itβs urgent, you know! As salespeople we too are seeking an urgent response, many of us expecting it within 90 minutes. The problem with all of this instant
May 6, 2014
Who Needs Fertile Ground
Recently I was at a wine tasting event and I heard an interesting tidbit: the worse the soil, the better the grapes and the more delicious the wine. This may seem contradictory until you dig deeper. It takes a lot more effort for grapes to
April 29, 2014
Reaching for the Familiar
As I was boarding a flight from Kauai to Maui, a small Chinese boy came up from behind me squealing and shaking with delight. He pointed at my carry-on, reached in with his little hand and removed a bottle of pills. His parents were apologetic
April 8, 2014
Anything that can be told can be asked. Donβt you think?
Our customers learn about our program and become comfortable with it by seeing and doing. Too many salespeople rattle off facts and attempt to educate their customers without visually and actively involving them. Rather than telling your customer a piece of information, encourage them to
