Increase Trust

3 Ways to Increase Your Customer’s Trust in You

Customers lie all the time, but why? I posed this question to an expert on a recent podcast recording. Steven Gaffney specializes in this sort of thing. I asked him straight up – why do customers lie? Gaffney suggests that the core issue is not moral depravity but rather fear. Customers lie because there is an underlying fear issue.

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Pre Qualifying Customers

Why You Need to Stop Qualifying Your Buyers So Early

Meet, greet, qualify and repeat. Sound about right? This is sequence most sales people use when meeting a buyer for the first time. But Amy O’Connor says, if a buyer is in front of you, talking to you, give them the courtesy of believing that they are a ready, willing and able buyer until you discover otherwise.

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Closing 2.0 Blog

5 Signs You Need To Update Your Closing Skills

When you think of the typical sales person closing someone, what’s the immediate image that pops into your head? For Ryan Taft, it’s Alec Baldwin and his “coffee is for closers” speech. Or as Ryan calls it, Closing 1.0. But what if closing was something you did for your customer? Wouldn’t that be more effective? Of course, and we call it Closing 2.0.

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hinder sales

4 Belief Issues That Can Hinder Your Sales

Whenever you find yourself dealing with poor sales performance, you can self-diagnose your issue by looking at the formula for confidence: BELIEF + MASTERY = CONFIDENCE. Ryan Taft sees belief issues in these four categories on a fairly consistent basis.

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Mental Game Film

2 Questions to Ask When Reviewing Your Mental Game Film

Professional athletes watch their performance after the fact to see what they did well and what they could improve upon. I think that salespeople should do the same thing, but we tend to wrap up a sales conversation and immediately go back to our last task or our next assignment. Why not take just 30 seconds to review some game film?

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Self managing team

3 Steps to Creating Your Self-Managing Sales Team

“A self managing sales team? Come on. You gotta be kidding me. Do those really exist? Is it possible for my team to become self managing?” Yes and yes! Amy O’Connor shares with us the three steps to creating a self-managing sales team.

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Dangers in Discomfort

Why Your Sales Discomfort is Dangerous

Yielding can keep us alive, or it can also kill our productivity, our creativity, and our relationships. Yielding prevents us from acting when action is necessary. It deters us from making bold decisions and it dramatically, even tragically, limits our potential. But, yielding is a choice, it is a conscious act of the will.

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stop saying lines

You Need To Stop Using These 6 Cheesy Sales Lines

Anyone else besides Ryan Taft believe that the sales process has changed pretty dramatically over the past decade? Silly question, right? We all know that customers research, decide and buy differently today than at any other time in history. But what about this: Have salespeople adapted accordingly? Or are we still using the same old sales tactics we learned years ago?

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