Does Business Coaching Help You Succeed?
Beyond sales coaching questions, one of the most common questions I’m asked is how I grew my first business—an office cleaning business—into a multi-million dollar company. When I sold it, we were cleaning a hundred buildings a day. How did that happen? Was it business coaching? Was it the right connections? Was it luck? Two […]
Confidence and Sales Training Programs
Have you ever noticed that the smartest person in the room is often the least intense, the most casual, and the least attached to the outcome? Experts show a calm confidence in how they carry themselves, and that’s how you have to come across in sales. Sales training programs teach you strategies and tactics, but […]
Your Sales Plan When Someone Isn’t the Buyer
It’s impossible to sell to a person who is not authorized to buy. No matter what your sales plan may be or what sales courses you’ve taken, you can’t sell to someone if that person cannot make the decision to buy. You may often find yourself talking with a person whose responsibility it is to […]
Training Salesmanship: Dealing with “Maybe”
In sales, you have to know the meaning of what your prospect says. Listening to understand is a key part of the sales process, but it isn’t always easy. Perhaps the hardest word to translate is the word “maybe.” When you get a “maybe” from your prospect, you must immediately stop the forward movement of […]
Sales Strategy and Your Commitment Objective
Some salespeople go into every meeting thinking that the objective is to close the sale. You’ve almost certainly heard the phrase “always be closing,” right? The reality is that closing the sale shouldn’t always be your goal because only thinking of the close often causes people to rush through the process. They skip steps in […]
Are You Being a Bother?
Let me ask you a question: Am I bothering you right now? I don’t think so, but that’s one of the biggest fears salespeople face. They don’t want to come across as a nuisance. However, that’s not the right way to approach it. Instead, think of yourself in terms of the value you bring. You […]
Sales and Understanding Motivation
Aren’t you curious about why your prospect booked a time to meet with you? We usually assume that our purpose is to find out what they want—and that’s important—but what may be even more important is understanding why they want to talk and why they’re thinking about finding a solution right now. Understanding a prospect’s […]
Imagining Change in Sales
A great question to ask your prospect is: “If you could change anything about your current [situation/product/service], what would it be?” When you have your prospect begin to imagine a change to their current situation, you open the door to them being able to hear alternatives. The key here is that you have to really […]
What Pain Do Your Prospects Feel?
How long do you wait before you see a dentist when you have a toothache? A lot of people will try to tough it out for a couple days and see if it’s going to get better and magically go away. In most cases, it doesn’t. Soon enough the pain becomes so great that you […]
Sales Is About Certainty
I used to wish that I owned a pizza place instead of a cleaning business. It looked and sounded so easy compared to the hassle and headaches I had. “How nice it must be to have your clients and employees all under one roof where you can be there to manage and make sure everything […]