Why Confidence is So Important in Your Sales Process

I think confidence is one of the most under-appreciated, underrated skill sets of great professionals. This is particularly true for you as a sales professional. That’s because, in the sales process, you need to have enough confidence for you and for your customer. So, how do you raise your level of confidence? You have to bring two things together…

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Why Your Sales Professionals Hate Sales Meetings

Have you ever been to that sales meeting where they recognize the number one seller and then come down hard on everyone else? Ryan Taft has, along with most sales professionals, and those meetings are anything but fun. In this blog, Ryan explains how to transform your boring, culture-killing sales meetings into meetings your sales professionals actually want to attend.

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3 Steps You Should Take After You Get a Bad Review

Amy O’Connor was speaking at a seminar and a participant wrote on a review that they found her “abrasive, loud and annoying.” You can’t please everyone, right? True, so why did it affect her so deeply? She went on a mission to figure that out. Check out this blog post to learn why, and steps you should take to get past the dreaded, bad review.

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Why Your Salespeople Aren’t Actually Practicing

Your salespeople think that they practice. But they don’t. They go to a training session and learn some new technique. Then they test drive that technique on a client in an actual sales conversation. News flash: that is NOT practice. Why? Because such practice lacks something very important: total concentration.

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3 Great Ways to Make Your Customer’s Purchase Decision Easier

Customers make purchase decisions based on emotions. In fact, take emotion away and a customer literally cannot make a decision. Medical studies show that people with brain injuries affecting their emotional “wiring” were significantly less capable of making decisions. Here are three ways that you can engage your customer emotionally in order to make the purchase decision easier.

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5 Things You Must Stop Doing Before Going to Bed

We live in a world where every second counts and it seems, if we aren’t squeezing the life out of every one of those seconds, we might be missing something. Here’s the challenge with that thinking. In a word: Burnout. So with that backdrop, here are five things you should stop doing before hitting the sack to make you the best sales person possible.

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3 Ways to Help You Close Your “Non-Urgent” Buyer

​It’s every salesperson’s worse nightmare – the non-urgent buyer. The buyer who says they are in no rush to make any type of decision, and may not even buy at all. You know what this typically is? B.S. – buyer strategy! It’s important to understand that the buyer’s number one strategy is to appear non-urgent in front of a sales person. So how do you close the “non-urgent” buyer?

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3 Negative Consequences to Micromanaging Your Sales Team

​“Micromanaging is one of the best management styles in existence,”…said no employee ever. Why do managers follow this management style even though they themselves probably don’t like being micromanaged? Without getting too psychological, it has to do with a lack of trust paired with the need to control. Here are three negative consequences of micromanaging your staff.

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Do You Have a Mastermind Group Challenging You?

Mastermind groups are like-minded individuals who come together on a regular basis to share ideas, frustrations, best practices, etc. At times they are organic and self-led, but more commonly they are paid programs. I believe very strongly in the concept, strongly enough that I am a part of four different mastermind groups. What mastermind groups are you a part of?

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