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 […]
Maintaining Sales Motivation and Advocating for Yourself
Sales motivation is important. But no one can keep you motivated for a sustained period of time. You have to advocate for yourself in this area. Sales is rarely a team sport. You may be on a team, but it’s you on the field of play all by yourself most of the time. This means […]
Providing a Customer Value Proposition: What Problem Are You Solving?
Surprisingly, most salespeople can’t answer this one simple question: What problem does your offering solve? I believe not knowing the answer is why most people get average results with their sales techniques. Many salespeople master the ability to describe their products’ features and benefits, but when asked the question “what does that mean to your […]
How Effective Communication Helps Get More Information From Your Sales Prospect
Effective communication is one of the most important parts of sales training. You need to be able to speak with your prospect, not only to get them to trust and believe in you, but also to help you gain more information about them and their needs. Did you know that there is one statement that […]
Using Sales Techniques & Persuasive Language When Closing Sales
Sales techniques are important, but how you speak and communicate matters as well. The right persuasive language can go a long way when it comes to closing sales. In fact, there are certain phrases that you can work into conversations, emails, and texts that will help you increase your chances of making a sale. One […]
The Psychology of Sales Objections & How to Overcome Them
I want to give you a bit of sales psychology today and use a really elegant way to let the prospect know that their objection is justified but that it isn’t something unique or unexpected. Why would we want to do this? Why would we want to send a message to a prospect that their […]
Sales Motivation to Help You When It’s Not Working
If you are in sales long enough, there will come a time when you’ve been working incredibly hard, but the results aren’t reflecting your efforts. I understand how frustrating that can be and I want you to know that a sales slump happens to everyone, even the best of us. I remember when I was […]
The Graveyard of ‘Why’ Questions
Asking the right sales questions is important. A study by Fisher and Patton for the book Getting to Yes showed that a “Why?” question escalates conflict in negotiations. You might think that asking someone “Why” is an innocent way to learn more about them and their situation, but the reality is that usually isn’t true. […]
Use the System
Practice makes perfect. It’s a saying we’ve all heard many times, and it’s true. Pro athletes don’t get out of bed one day and win a championship. They work hard for years, hone their skills, and keep learning and developing every single day. This is what separates the greats from the talented. Remember this when […]