Sales – Page 7 – SALES TRAINING SOLUTIONS

September 22, 2015September 19, 2018Sales

5 Demo Mistakes That Lose The Sale

During my years of teaching and observing sales skills, I have seen many people filled with anxiety when it comes to giving demos. They are aware of the role a demo plays in decision making. This is a big moment – proof of capability. It must go well for the client to believe your solution […]

September 11, 2015September 19, 2018Sales

How to Resonate, Motivate, and Win Sales

Winning sales reps have learned that you must connect and your message must resonate with the prospect before you can share your insight and convince the prospect to take action. That’s where storytelling comes into the picture. The psychological goal of influence is to connect your goals to your prospect’s self-interest. The goals and self-interest of […]

September 4, 2015September 19, 2018Sales

5 Proven Ways to Set the Stage for Successful Sales Calls

Selling and acting are similar professions. Perhaps that’s why I have always enjoyed acting and the theatre as well as my sales and training career. In both professions, a well set stage is critical to a successful performance. It provides the proper environment for the players to perform or tell their story. Top producing sales reps devote […]

August 17, 2015September 19, 2018Sales, Storytelling

Insight, Stories, and Pre-Call Planning

Most sales training programs spend little time focusing on pre-call planning. These programs suggest that you use the list of customers supplied by the company. But, has anyone examined the list and determined if time with these prospects is the best use of your time and talent as a company resource? Often there is little […]

August 6, 2015September 19, 2018Sales, Training

Who is the Champion in Sales Processes?

Who is the champion in sales processes? You’ve read all of the latest books, and you tuned in to the webinars and the podcasts and you’re still not achieving your sales goals. You get it that customers are researching products and information on line. You know that buying and selling has changed over the years. […]

July 21, 2015September 19, 2018Sales

Are you selling to the right brain?

Business presentations are about convincing people to make a change. But it’s not easy to convince people to change. This is because our brains are wired to protect us. Since the days of the cave man, we have been focused on surviving and being safe. Fear and worry set off the primitive response area of […]