Turn Your Sales Script into a Conversation

I believe you should have your own sales voice in the process. That being said, there are a few concepts that should be expressed in every presentation. The key to the following phrases is not in the words but in the intention behind the words.

Read More

Sales Skills: Avoid the Closing Pause

At the moment when the voice tells you to “ask for the sale” that awkward pause more often than not, rears its’ ugly head. Both you and the customer feel the pause. I share three ways to avoid this awkward pause.

Read More

Working in Sales: 10 Traits You Need

These days, I see two different schools of thought about what defines great salespeople. One school revolves around the “Coffee is for Closers” mentality (Glengarry Glenn Ross anyone?). And the other school subscribes to the viewpoint that “The sale isn’t about the salesperson. It’s about the customer.”

Read More

Closing the Sale: Avoid 3 Common Mistakes

When I am out in the field coaching salespeople or watching video shops, I often come across common mistakes that salespeople make when closing the sale. I get that there are reasons people don’t buy that have nothing to do with our delivery or mindset, but I teach salespeople to focus on the things they can control.

Read More