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Sales Training Blog

3 Ways to Talk Up Value in Your Sales Calls

Setting yourself apart from your competitors should be one of the first things you do regardless of what you are selling. People always want to know how you’re different, especially if you charge..

Popping the Question to Get Prospects to Say ‘Yes!’

At some point, every courtship reaches a pivotal moment. All that investment in getting to know one another boils down to one question: Are you ready to commit?

Mix it Up with Anxiety Questions to Prevent an Exit

There are times in a sales cycle when you realize your prospect has lost momentum and you sense that you are no longer on the same page. Perhaps they outright state they’ve lost the urgency to..

Ditch the Pitch: It's Time to Perfect Your Value-Based Story

How much homework do executives do on their own before they engage with a supplier? Probably more than most people realize. By one recent estimate, these C-level business people are 70% along in a..

Confirm for Deeper Discovery

Let’s go old school with a quote from the Greek philosopher, Socrates: “Life is full of questions. Idiots are full of answers.” More than 2000 years later, his standard of reasoning holds true..

When the Weather Outside is Frightful, Build Your Pipeline With Warm Calls

Blustery conditions are expected in Pyeongchang, South Korea for the opening ceremony of the 2018 Winter Olympics. Even so, the athletes will surely be donning their country colors with pride and..

The Art of Asking Insightful Open-Ended Questions

Insightful open-ended sales questions keep you i control of the sales conversations. Imagine you have the meeting.  You have been trying to schedule it for a long time.  It is with a high-level..

How to Avoid the Agony of Defeat

Growing up, I remember watching the long-running TV series, “The Wide World of Sports.” The opening preamble was legendary: “Spanning the globe to bring you the constant variety of sport... the..

The 'Pandora Effect' and Sales Professionals - Something New?

Sales professionals have known for years that creating the right level of anxiety in a sales process can deliver the desired results.  A new study proves there may be an even more effective method..