Sales Manager Tips: The Dangers of Micromanagement
Micromanaging isn’t just frustrating for employees, it’s downright damaging to your team and business. There are three major consequences of micromanaging that you, as a team leader, have to look out for.
Read MoreSales Manager Tips: 3 Things You Must Do to Evaluate Your Team’s Strength
Where am I going to find the time to do this? My schedule is already full of meetings and other important sales management tasks. I’m glad you asked because I’m going to share three sales manager tips to help you make spending time in the field a reality.
Read More3 Reasons You Need Sales Training Right Now
As sales professionals, we are knowledgeable on topics like discovery, objections, and closing but when we aren’t doing these behaviors on a regular basis, the actual execution falls short and our results suffer.
Read MoreTurn 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 MoreSales 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 MoreSales Skills: Starting Your Day Like a Top-Performer
If you are in sales, you are in the best profession in the world. Seriously. Where else can you enjoy new experiences every day, meet tons of new people, help change lives, and basically write your own check in the process?
Read MoreWorking 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 MoreClosing 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 MoreSales Objections: 3 Simple Strategies
I always wanted to have “the” answer. More specifically, I wanted a “silver bullet” that would magically solve my customer’s sales objections.
Read MoreFeature Dumping Sales Skills Your Customer Doesn’t Appreciate
If you subscribe to the feature/benefit sales process, I challenge you to look at it from a different perspective. Wait, not a different perspective. I challenge you to look at it from the perspective that matters most: Your Customer’s Perspective.
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