Why do some of your salespeople neglect to stand firm in a negotiation? Why do some lag far behind in their prospecting? It doesn’t matter what the behavior might be. It always comes down to the same core issue, and if you know the right question to ask, you can find the fast track to behavioral change.

Do you know which skill sales people have the most trouble with? Without question, it is asking for the sale. At Shore Consulting we have a goal to help sales people reverse that. Our goal is to make asking for the sale a natural, easy and collaborative process. That is why we created the Closing 2.0 Academy.

Maybe you’ve felt this, you haven’t stopped selling, but like the classic B.B. King song says, the thrill is gone. You do the same thing day in and day out. You might be in a rut, and rarely do we naturally, smoothly, and slowly come out of a rut. Here is one solid strategy to follow to get out of that rut.

Think about the people you most enjoy talking to, that you respond best to and open up most easily to, regardless of how well you know them. What is it that makes you want to talk to them? It is that they show a sincere interest in you. Imagine if you were that sincere in your interest of your customers.

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.

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.

How often salespeople talk themselves right over the closing moment? Here’s an idea. Say more by talking less.

We are sales professionals. That means we love those three little letters: Y-E-S. Is there a sweeter sound than hearing a…

As a sales professional it is easy to fall into the discount mentality hoping that a better price will win the sale. But price doesn’t determine the sale, there are many other factors that do. Here are 14 key takeaways about the customer’s purchase decision.

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.