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The Power of Demonstration

Don't Leave Home Without One If there's one thing guaranteed to amp up a sales presentation, it's a good demo. In a typical selling situation, you and the prospect do a lot of listening. That's fine as far as it goes, but we have five senses; hearing is only one of...

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The Rule of Eight Drill/Role play

Setup: Sit or stand with your partner a comfortable distance apart with any materials or tools you normally use in your sales process. One will start as the coach (acting as a prospect) and the other the salesperson, once the exercise is complete, switch it around and...

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The Power of Probing Questions

1. Make a list of the different types of prospects you will talk to.  Note: Business owners, managers, marketing directors, assistants, representatives, public etc. 2. Adopt the viewpoint of your prospects. a) Look through your list again and find your most common...

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What to do if You Don’t Have Direct Access to the Decision Maker

Scenario: You've worked very hard to sell your product or service to the initial contact or representative of the prospective company, but unfortunately you don’t have direct access to the final decision maker (or board). 00.  In this exercise, work with a partner. ...

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Communicating to the Prospect

The purpose of this exercise is to practice the initial communication with the prospect. This may seem unnatural or challenging to some. What do you talk about? Where do you start? This drill is intended to eliminate any questions or doubts and get one used to really...

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The Ripple Effect

Ever feel like no matter how hard you work or how much you care, you can’t really have a positive effect on this planet? That was definitely the thought that popped into my head this morning! My day started out as I jumped into a nice warm shower, I was in a hurry so...

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