Blog
The Decline of Communication in the Digital Age
By Nick Terrenzi When speaking on the topic of communication, I am often asked this question: “Has modern technology improved communication skills?” More recent generations grew up with this technology—are their communications skills better as a result? My generation...
In Sales Communication…Let’s Get Real
For many years, there has been a lack of sales training in certain key areas. Just look at the amount (in millions) that the company spends on sales training each year, mainly on checkout. If such training is effective, then we will definitely finish the course more...
In Sales, It’s a Matter of Trust
Very early on in any sales cycle, you must establish trust. This is, in fact, the first job of a salesperson. In order to sell to a prospect, you must get them to tell you about their lives, hopes, dreams, and problems—which won’t happen unless they trust you enough...
Sample Probing Questions to Get Prospects Talking
As a salesperson, it is very common to speak with a prospect that doesn’t automatically open up to you, continue a conversation, openly communicate or answer all of your questions immediately. A salesperson's success depends on his ability to get and keep the...
Using statistical analysis to manage your sales productivity
Ever wonder how a really good salesperson can consistently hit his quotas? And why others can’t seem to even come close to what they need to make to just pay their salaries? Well, so do a lot of people! The key is in statistical analysis. But what is that? And how do...
Keep your sales skills sharp, continuously improve.
Some people think all you need is a good personality and persistence to make it in the world of sales, but most seasoned sales professionals know they need to sharpen their selling skills by continuously learning and practicing. Learning how to apply what you know and...
How Can You Power Boost Your Sales Team?
From time-to-time, almost every company needs a quick revenue boost for a quarter, a year-end, or a number of other reasons. However, you don’t want to do it at the expense of longer term growth or by jeopardizing profits. How do you go about doing it without throwing...
YOU ARE ONLY AS HAPPY AS YOUR LAST CLOSE
As salespeople, we truthfully love the sale, the whole sales process and all of the challenges that culminate in the CLOSE! Each close brings us happiness, a sense of accomplishment and satisfaction for a job well done, but how long does this last? Depending on how...
Are salespeople interrupted by the new communication technology?
It was a little more than three hundred years ago when the only way of communicating with each other was face to face or with elaborate hand writing. In the late 1600’s the United States Post Office was created and now people could mail letters to each other, even...