As we enter a new year, it’s a time to reflect on the past and set goals for the future. This year especially, most of us are ready to turn the page and focus on what’s ahead. Here’s our advice to..
Sales Training Blog
How can you differentiate your company’s solution, especially in a crowded or commoditized market? First, you must recognize that being different is not the same as being differentiated. Being..
How do you have a conversation with a prospect that focuses on value, rather than the “P” word – price? We all understand that price will be a consideration when making a purchase, but when you..
There are times when sales reps identify opportunities that, for whatever reason, they just can't win.
Perhaps it is the competitive nature of many sales reps and the challenge to cling to an..
While curiosity may have killed the cat, it also helped the sales rep close the deal …
Successful sales professionals are curious by nature. They are interested in learning about their prospect’s..
Most salespeople dread objections. Objections from prospects that typically surface toward the end of the sales process can feel like a roadblock to success. Although you may see objections as..
People buy from people. When you can forge a human-to-human connection and bring something of value to the table, you can create an opportunity.
But how do you get that initial meeting? Of course,..
“Summer breeze, makes me feel fine…” may be the lyrics of a 1972 Seals & Crofts’ tune, but this summer seems anything but fine. This summer, the economy is uncertain and people are anxious.
With..
“More than 50% of US college graduates, regardless of their majors, are likely to work in sales at some point,” according to an article in the Harvard Business Review. Yet, how prepared are they..
Credibility gets you in the door. These days, as we rely even more heavily on virtual communication, it’s more essential than ever to have a solid, value-based credibility introduction. To..
