I can think of no other profession that’s as closely associated with the term rejection as a career in sales. You might say that rejection is as natural to a salesperson as trail dust is to a chuck wagon cook: it comes with the territory. In fact, frequently the first two orders many new sales reps receive are “get out …
Read More »How to Train Cats and Salespeople
Which do you think would be harder to train, a cat or a salesperson? Seriously, which one would you pick? While it’s true that cats have a well-deserved reputation for being independent, demanding and virtually impossible to train, the same can be said for many salespeople. Surprisingly, the same training and reward techniques required to get Fluffy to jump through …
Read More »Overcome Objections and Close the Sale
Unfortunately, the first two orders many new salespeople receive are “Get out and stay out!” It is only natural for your prospect to procrastinate when asked to make a decision involving money. As a general rule, people are hesitant to commit to purchasing a product or service until they have convinced themselves that they need it and are assured they …
Read More »How to Warm Up a Cold Prospect
Successful salespeople understand that making the sale has much more to do with developing trust and rapport than it does with issues of lowest price, highest quality or the largest company. Unfortunately, far too many salespeople unintentionally sabotage their chances of making a sale by skipping the “small talk” and getting right down to business. On the surface, this approach …
Read More »Engage Your Prospect’s Learning Style
The successful outcome of your next sales presentation will be determined largely by your ability to do two things very well; develop rapport with your prospect and adapt your sales message to engage his or her preferred "learning style."
Read More »Strength from Adversity
During the early years of World War II, German submarines, operating in wolf packs, stalked the frigid waters of the North Atlantic with near impunity, and sank an alarming number of British military and merchant ships.
Read More »Are You a Team Player?
Have you noticed that when a sports team wins a championship game, both the players and the coaches talk in terms of a "team victory" and appear to truly enjoy sharing the accomplishment?
Read More »Develop the Habit of Going the Extra Mile
There are only two ways to beat the competition: lower your price or increase the quality and quantity of service you provide to your customers.
Read More »The Strangest Secret
In 1957, Earl Nightingale, speaker, author and co-founder of the Nightingale-Conant Corporation, recorded his classic motivational record "The Strangest Secret."
Read More »Actions Speak Louder Than Words: Using Body Language to Score More Sales
The 1960 Presidential Debates between Vice President Richard Nixon and Senator John F. Kennedy were the first nationally televised debates in presidential campaign history.
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