Overcoming Price Objections with Sales Training
Price objections are one of the most common hurdles in sales. When a prospect says you’re too expensive, it’s easy to feel defeated. However, what if I told you that there’s a way to handle this objection that doesn’t involve lowering your price? These objections may be tricky because they often arise when a prospect […]
How Business Coaching Can Help You Scale Your Sales Success
As an entrepreneur, you need to make tough decisions every day. One of the most important decisions is choosing the right path for your business growth. How do you ensure that you’re growing in the right direction? When I first started my journey, my friends and family thought I was crazy. I worked long hours, […]
Rapport in Sales: A Lifelong Commitment, Not a Single Step
In many sales training programs, building rapport is taught as a step in the sales process. In reality, rapport is not something you check off a list—it’s an ongoing process. From the first four seconds of interaction to every subsequent meeting, rapport is the foundation of a strong client relationship. The moment you treat rapport […]
The Power of Social Proof in Sales: “Most People Chose This”
Human decision-making is deeply influenced by life programming. It’s where we get the saying “Better safe than sorry.” This is one of the most powerful programs all of us have had drilled into our minds at an early age. Don’t touch the stove, for example. Be safe. Don’t run with scissors. Don’t jump off the […]
What Decision Makers Really Want: Answering the Core Sales Question
Every decision maker, when evaluating your offer, ultimately asks one question: “What’s in it for me?” This question goes beyond price—it touches the core of human motivation: the need to fulfill personal wants and needs. Price often takes a backseat when decision makers focus on the emotional and experiential benefits of your offer. For instance, […]
Rethink Your Follow-Up Strategy: Transforming “Just Checking In”
The phrases “I’m just checking in” and “I’m just following up” are common among salespeople. They’re also ineffective and may even hurt your sales efforts. When prospects hear these phrases, they immediately sense an accountability push which may not align with their level of commitment. They think you’re about to try to hold them to […]
The Foundation of Sales Success: Proven Systems Over Quick Fixes
Sales sometimes feels like a frustrating cycle: starting, stopping, and starting again without any real progress. Many entrepreneurs fall into the trap of seeking quick fixes, like watching videos on objection handling or cramming closing techniques. These approaches fail because they lack a solid foundation, leaving you with one tool—lowering your price—which often leads to […]
Sales Mastery in Any Economy: Why Sales Training Programs Are Essential
Economic downturns test the resilience of many professions—but not for top salespeople. Over my decades as an entrepreneur, I’ve experienced six recessions, multiple market crashes, and several booming economies. Through it all, one truth remains constant: skilled salespeople are always in demand. In times of economic uncertainty, many professionals face job insecurity. Roles become redundant, […]
The Power of Curiosity in Salesmanship
Curiosity isn’t just for the inquisitive—it’s a cornerstone of successful salesmanship. Top-performing salespeople approach their craft with a relentless curiosity that drives their success. Many salespeople fail to dig deeply enough into their client’s needs or their product’s potential. This lack of curiosity limits their ability to make meaningful connections and present compelling solutions. In […]
Stand Out in Sales with the Power of Stating the Obvious
Cold calling is one of the most challenging aspects of sales. It’s often met with resistance or outright rejection. Why? Because traditional approaches come across as insincere or overly rehearsed. Prospects are savvy—they can sense when they’re being pitched, and their defenses go up immediately. The typical “Hi, my name is …” script does little […]