Sales Training To Grow People. And Grow Businesses
From the category archives:
The healthcare debate has reminded me a lot of sales processes gone wrong. We hear it all of the time.
Sales conversations always start with the right intent in mind (at least in my happy place they do)—figure out the problem, put a recommendation together, connect the dots so that my prospect believes in the value [...]
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I was with one of my coaches last week, and she said the funniest thing… ”Don’t let a good recession go to waste!” BRILLIANT! This statement has stuck in my brain. I’ve tweeted it only to have it re-tweeted (http://twitter.com/CaskeyChick). It received a slew of comments on my Facebook page. Obviously, it struck a chord [...]
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No one ever admits they’re afraid. Yet, sales people seem to live in fear. Fear of the sale going bad. Fear that this is the last prospect on the planet. Fear of push-back and resistance. Fear my manager won’t see my potential.
The list goes on forever.
Fear Affects You.
Q: But did you ever wonder how that [...]
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What are you listening for when speaking with a prospect? Are you listening for buying signals like you’ve taught since the 70’s? If so, that’s wrong.
So Why Do People Buy?
Our philosophy is really quite simple–people buy when they are either a) in pain with their current situation– or b) have a vision that will be [...]
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I would love it if once–just once–when I asked a person what their vision was, they had some answer.
Even a lame answer would be better than the blank look I get when I ask the question.
In the last few weeks, I’ve had a chance to ask a few people that question–and I’m convinced that there’s [...]
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Why do we sales people feel like we have to smile when we’re in front of a prospect? Answer? We shouldn’t.
I was called on last week by a guy who seemed like an OK chap. But he never stopped smiling. It was some kind of a “put on” smile. Pretty obvious.
He seemed overly enthusiastic–and you [...]
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Well, with our big seminar/workshop coming up on November 4 (in Indianapolis), we thought it useful to review what we mean by “rewire the sales mind.”
Today’s Lesson: How We Think Determines How We Act (And Achieve)
This is step # 1 in rewiring the sales mind–to understand that if you want to make quantum changes in [...]
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Let me say first I was not there when Mr. and Mrs. Obama made their pitch for Chicago as 2016 Olympic Host. So I speak from heresay. But if the reports/videos/transcripts are correct, they did a miserable job of selling it.
Had they been in our sales class-and come to us last week and told [...]
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In our sales training curriculum, we talk about the unawareness to action continuum (Figure below). In this continuum, it appears that all components of this are equidistant from each other and therefore demand the same effort. But that is not true. The figure below specifies the true work in the unawareness to action cycle, and [...]
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Our Advanced Selling Podcast has taken up residency on a new site. We hope you’ll visit and listen in on conversations to help you grow your business.
Go to Advanced Selling Podcast and listen to the last 5 shows…or go to iTunes-The Advanced Selling Podcast to subscribe. You’ll have to have iTunes installed, of course.
We release [...]
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