IN THE SPOTLIGHT
How to Focus
Posted in Advice | 21 comments
Imagine the incredible results you'd have if you and your team really focused on a consistent basis. Here's 4 ideas to better … Read more
Are You Valuable?
Posted in Advice | 7 comments
4 key questions to ask yourself about your personal sales value (SalesTou… Read more
more tools & advice
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Top 30 Open-ended Questions
Open-ended questions are one of the most important tools for those who sell (as long as you listen). The key here... Ask the question and let the prospect/ customer give you their answer. No leading. No prompting. No interrupting.… Read more -
Sales Process Defined
Sales is rocket science. And just as rocket science is built from a foundation of physical and mathematical laws and principles, sales can be distilled to its very simple laws and principles.… Read more -
Sales Management Checklist
Leading a sales team is a complex pursuit with a single objective: to meet and exceed the sales objectives for the area you’re managing. The variables that can impact your success as a leader are tremendous.… Read more -
Negotiation Guide
Sales negotiation can be a formal event (at a specific time and date) or it can be an ongoing theme at different points in the sales process. It's beyond price and includes the entire value proposition. Be prepared and sell more (with better margins).… Read more
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Sales Interview Questions
Sales negotiation can be a formal event (at a specific time and date) or it can be an ongoing theme at different points in the sales process. It's beyond price and includes the entire value proposition. Be prepared and sell more (with better margins).… Read more -
Opening Statements
Nothing is more important to prospecting (other than actually doing it) than the quality of your opening statement. Make sure you're prepared for those initial 10 seconds or you may not get another moment.… Read more -
Closing Checklist
Closing tends to be the most stressful action in the sales process for so many people – salespeople and prospects. Your responsibility as a sales professional is to work the earlier stages of the sales cycle so that closing becomes a natural conclusion if both parties benefit – this includes, closing continually throughout the process.
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The 8 Objections
It's the introduction of an objection that can spark a flow of information that can help you further qualify a sales opportunity and better understand the needs and current environment of your prospects. When companies and individuals have an objection to making a purchase, it's one or some combination of the following 8.… Read more
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