5 Factors of Sales Success

Of all the objections that salespeople are hit with, the one that seemingly causes the most trouble relates to the price of their offerings. To inexperienced sales staff, phrases such as, “it costs too much” or “we can get it cheaper elsewhere” seem to be solvable only through price reductions, which take a chunk out … Overcoming the Dreaded “Price” Objection in Sales

The cost of hiring the wrong salesperson can be substantial, even for companies that do not pay a base or draw against commissions. Once advertising, trade shows, hiring bonuses, training expenses and lost revenue opportunities are tallied, the price tag for each failed salesperson can reach many thousands of dollars, even potentially reaching six figures … The Five Characteristics of Super Salespeople – Is Natural Talent a Myth?

Once salespeople have been trained in the basics of a company’s formal sales process and product offerings, it might be tempting to simply let them out in the field and let them sink or swim. This, however, leads to tremendous waste due to the needless turnover of employees that might have turned into top producers … Understanding the Four Personality Types

Salespeople acting as “trusted advisors” might be frowned upon by some corporate sales training professionals, misconstruing the term to mean taking a roundabout, feeble approach to selling. This is erroneous — the whole point of advising the client is to ensure they succeed in their endeavors by making the right purchasing decisions. If a particular … The Art of Steering the Prospect to the Close by Being a Trusted Advisor

Sales coaching is a fluid, dynamic field that needs to be responsive to both changing technology and the mercurial tastes and sophistication of buyers. Despite the constant refinement of techniques necessary to be successful, there are several basic truths in sales that have always held true, and will always hold true, no matter what is … The Five Deadly Habits that Kill Sales

The cost of hiring the wrong salesperson can be substantial, even for companies that do not pay a base or draw against commissions. Once advertising, trade shows, hiring bonuses, training expenses and lost revenue opportunities are tallied, the price tag for each failed salesperson can reach many thousands of dollars, even potentially reaching six figures … The Five Characteristics of Super Salespeople – Is Natural Talent a Myth?

Executive sales training is needed for anyone selling to the C-suite, especially when the product or service is a highly complex, large-ticket solution with a much longer runway in getting each sale closed and fulfilled. In this high-stakes sales niche, consultative selling works very well due to its focus on asking questions and allowing the … Effective Questioning to Discover the Highest Needs

Successful companies share one secret – their ability to retain their customers. Instead of looking at each transaction as a one and done experience, they focus instead on building lasting relationships with their clients. With just a few simple changes to your sales process management strategy, you can take advantage of the benefits of high … Sales Training Skills: Customer Retention Secrets

Selling to C-level executives is a high-stakes, competitive endeavor that can provide years of revenue for a company and a lucrative stream of commissions to salespeople skilled enough to master this arena. The difference between selling to a typical corporate buyer and a corporate executive is that the buyer is usually trying to protect their … High-Dollar Sales – How to Sell to C-Level Executives

Marketers have always sought every advantage possible in order to drive buying behavior, including studying psychology and attempting to apply that knowledge to sales training and development. One misfire in the past was the notorious subliminal marketing fad of the 1960s and 1970s, where hidden messages were placed in print, TV and theatrical ads in … Neuromarketing and the Mindset of Top Salespeople