The earlier you talk about price, the more likely it is that you will lose the sale. That’s the truth, and it points to one of the most common errors made in sales presentations. When you get trapped into a price discussion right out of the gate, you are jeopardizing the entire sale. Value must be determined before price should even be discussed.

​Ever wonder how those great salespeople outperform everyone else year in and year out? They are hacking their way to more sales while you’re still stuck in the same old rut you’ve always been in. If you want to sell more, like those top-performing salespeople – there’s a hack for that! Here are Amy O’Connor’s 7 hacks that make a great salesperson:

Ryan Taft is having flashbacks of 2005…economically speaking that is. If you were in sales in 2005, things were booming. Consumer confidence was high (maybe too high). People were buying homes, cars and more without a thought. You might be thinking, “Ryan, that’s a good thing, right?” ​Yes, and no. Here is what he means:

I’ve been studying salespeople for three decades. I’ve seen the best and, yes, the worst. It’s a tough job to master, no doubt. In my thirty-year career in sales, I’ve observed three mental and emotional keys to sales success.

Selling your final few of anything is often tricky. Salespeople are often sick of looking at whatever it is and are ready for the next batch of widgets to sell. ​Management just wants them gone to focus on what’s next. But to buyers, the final few are often seen as valuable and desirable if we position the sales strategy correctly. So what’s your message to the buyers?

Ryan Taft believes that great salespeople do more than simply ask for the sale. Some think you need to be pushy and manipulative, while others think you need humility and to be service oriented. Here are 10 traits that make up great salespeople.

​Nothing is quite so universal as the collective distaste for sales prospecting. It’s something I address in my Closing 2.0 Academy, because if the mental barrier around closing is not overcome, it’s going to impede your entire sales process. Here are four unfounded concerns, and four new realities that can help us deal with the lack of desire to close.

Bad sales weeks happen to the best salespeople. While a bad sales week isn’t fatal, it’s wise to self-critique and see if any negative patterns exist so you can make plans to improve. Amy O’Connor shares three questions to ask yourself to turn a bad sales week into a good learning opportunity.

If you have ever read any of Ryan Taft’s other blogs you have probably heard him share that the sales team said about the sales meetings, “come to the meeting to get your beating.” Changing the culture of the meeting was a difficult task, but him and his team were able to do it inside of a few months. How? There were three things they changed.

Too many salespeople struggle in their closing attempts because they are not analyzing and reinventing their own approach. If you want to get better at asking closing questions, the best thing you can do is get into the mindset of constant improvement.