Why should salespeople welcome sales objections? Because we lose sales when we sidestep buyer objections. As salespeople, we must learn to embrace buyer objections and recognize the benefits of confidently dealing with them.

All coaches set out with the best intentions. Coaches are leaders. No leader ever wakes up in the morning and says, “boy, I hope I screw up this coaching thing today.” So what separates the greats from everyone else? In my extensive study, I’ve found four primary pillars that all great leaders embody.

Just as other professional performers give an overwhelming amount of time and attention to choreographing and practicing their openings, so should sales professionals. I would argue that sales rank as one of the most difficult types of performance art because the performance comes first, and then the audience decides whether to pay you or not.

When sales teams aren’t performing up to standards or expectations, sales leaders are often puzzled as to why. Here are five sales coaching best practices to get your salespeople performing the behaviors you want.

It’s not enough to know what the buyer wants or why they want it. Real sales mastery comes when sales professionals unlock the buyer’s objections, help minimize them, and free them to move forward with a purchase decision.

Like most things in life, it all depends on how you look at them. The lens through which you view sales training will shape the results you experience. Having the right mindset is always half the battle.

As a sales professional, two of the greatest gifts you can give yourself are accepting mentorship and providing mentorship whenever and wherever possible. Here are 3 ideas to help unlock the power of mentorship.

Historically, job interviews have been perceived as one-way evaluations of you the candidate. Not anymore! Learn the bookends of today’s modern sales interview.

If you get the first five minutes right, everything else tends to fall into place. Get the first five minutes wrong and good luck recovering – you’re probably already done!

Performance review meeting preparation that will show your manager you invested time for the meeting and you’re willing to be an active participant going forward. You leave the meeting feeling empowered and like you’ve been heard.