Blog
The Power of Probing Questions
Every day, salespeople deal with resistance because the sales process is an emotional one. I would like to help mitigate and make less of that resistance and possibly even make the whole sales process enjoyable! Here are a few actions you can adopt, make your own and...
Marketing and Sales Work Best Together
It’s hardly a shocking revelation to say that sales people are an independent-minded lot. Being able to determine your own income directly through your own efforts is one reason people gravitate to sales as a profession, but self-determination requires self-reliance,...
Happy Holidays!!
How to Improve Your Communication Skills
Whether or not you enjoy talking to people, if you don’t have well-rounded communication skills, you will never achieve what you set out to. The ability to communicate well with almost anyone is universally agreed upon as a key element of both successful selling and...
The myth of selling
There are many myths about selling, and one of the most common is that a salesperson is born with the ability to sell: “you either have it or you don’t”. For many salespeople success is a hit or miss proposition; some weeks are good, others poor, and many don't have a...
Happy 4th of July
“And I'm proud to be an American, where at least I know I'm free. And I won't forget the men who died, who gave that right to me.” Lee Greenwood
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 will be the salesperson, once the exercise is complete, switch roles...
Happy Memorial Day
Hello Everyone, From a Marine (Once a Marine always a Marine) to my fellow Americans: Having served my country for 8 years, I have a perspective that is unique it seems in this modern time. I would like our politicians to set aside their differences and remember what...
What Causes a Low Closing Rate?
This is summed up in one word: "Scarcity". Scarcity is defined as: The state of being scarce or in short supply; shortage. A lacking, undersupply, insufficiency, scarceness. If there is one thing that can demoralize a sales force faster than anything else, it is a...