How do you handle a lack of confidence in your customer that leads to a sales cancellation? There are two things you can do, and in this article Ryan Taft tells us the first step to take. Proactively build up a customer’s confidence before buyer remorse happens. This is known as expectation setting. Learn more in this article, and stay tuned for step number two.

Buying is often confusing and overwhelming. Enter the sales hero – a sales professional who senses the distress and saves the day. That’s you! To be a sales hero, you must help your customer achieve clarity and certainty in three critical decision-making areas.

We are sales professionals, and therefore we very much love three letters: Y-E-S. Is there a sweeter sound than that of a hard-earned “yes” at end of a sales presentation? I think not. The converse, of course, is also true. The word “no” is like a dagger in the heart. But it doesn’t have to be that way. All we need to do is study the typical 5-year-old.

​Put on your buying hat for a moment. When was the last time a sales presentation really impressed you? Are you straining your brain to think of an example? Here are 25 quick and easy ways to impress even the most cynical sales prospect.

So you sign up for a seminar or a training session about perfecting your closing questions. It’s right there on the screen, the perfect script. You, too, can become a hardcore closer. There’s one problem… the script isn’t yours. Closing questions should flow naturally and confidently from the relational tone found in the rest of the sales conversation. Do your closing questions flow naturally?

Recently Ryan Taft was working with a sales rep who had fallen behind on her sales goals. After going through her presentation and her strongest leads, he realized a major flaw. She wasn’t using BAMFAM… are you?

When sales teams aren’t performing up to standards or expectations, sales leaders are often puzzled as to why. Sales leaders know the correct behaviors that will lead to sales but they often don’t know how to get their sales people to perform those behaviors. So how do you get your sales people performing the behaviors you want? Here are five ways:

What is more important: skillset or mindset? Come on – you know the answer. You can have all the techniques in the world, but if your head ain’t on straight, it’s over before you get started. If you don’t have the right mental approach – the mentality, attitude, and outlook – you will have very limited success.

Ryan Taft loves planning, scheduling and attempting to figure out how to maximize every moment to be his most productive self. Of course, he fails at this fairly often, but there are a few ways he figured out that have yielded fantastic results. ​Here are five easy strategies you can implement immediately to become your most productive self.

Closing is about making it easy for people to do what is in their best interest to do. Closing in its purest form is actually all about influencing and persuading others to do things that will improve their lives. Understanding why and how you influence others will help you identify what type of sales closer you are.