Sales Training Center
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Objection Handling: “I Need My Manager's OK!”
Nothing is more frustrating - or time-wasting - than to find out that you have been selling to the wrong person! Influencers can not buy, they can only recommend. A decision ...
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The Script that Always Closes
You hear it all the time - if your price is higher than your competition you're told to “build value." You’re instructed to stress the quality, the warranty, the features, etc. ...
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Sales Process: The Secret to Closing More Sales
Most sales training programs that teach salespeople how to sell specific products or services do not mention business problems. This is an unfortunate oversight, as qualifying and quantifying business problems is ...
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Are You Too Nice?
"I really care about my customers," Terry told me as we were driving to an appointment. "I try to do the very best I can for them and make sure that ...
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Secrets of Top Sales Achievers
As you can imagine, I am often asked by sales leaders, anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer, what ...
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Dangerous Knowledge: What We Know Can Hurt Us
I recently purchased some advertising space in a national magazine. I have been a subscriber for years and knew everything I needed to know to select them as an advertising vehicle. ...
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The 12 Golden Principles of Selling
I received a call from an ex-student this week who is designing an induction program for new recruits about to embark upon a career in sales. He asked that if I ...
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Costly Assumptions
When clients ask for help in closing more sales, I'd ask them to list the objections they are hearing that prevented the sale. It's when they start stumbling over their response ...
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Make That Selling Point Stick
Charismatic communicators are able to make the abstract meaningful, and the meaningful simple. Successful people achieve this effect with metaphors and stories. (Fortune magazine cited Jack Welch and Ronald Reagan as ...
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Science, Your Brain, Imagination, and Success and Failure
How often have you heard that what you think and what you believe is one of the most important factors in sales success? I imagine you’ve heard that preached so often ...