Sales Training To Grow People. And Grow Businesses
From the category archives:
Probably not something you’ll ever hear a prospect say, “Sorry I lied, but you made me.” But just because they don’t say it, doesn’t mean it’s not the truth.
At our training company, we take very seriously the idea of ‘creating space’ with a customer. What we mean by that is the sales professional has a [...]
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By Bryan Neale
As a professional sales trainer, I’m exposed to hundreds of “magic” quips, phrases, closing moves and techniques each year. I decided to take the time to share some of the most outdated, overused, ineffective versions of those with the hope that you’ll either stop using them, or completely avoid them if their temptation [...]
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I was reading Jill Konrath’s blog on closing skills. Thought I’d add my 5c to it. There’s actually nothing I don’t agree with in it.
Here’s my spin: In professional sales, you are a catalyst for change. Your role is to create an atmosphere with the prospect where truth can occur. If you’re reading this, it’s [...]
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Congratulations to Kevin Eikenberry (Eikenberry Consulting) who was quoted in the NYTimes. He’s a friend of ours who has been on our podcast, The Advanced Selling Podcast.
Here’s the link:
http://www.nytimes.com/2006/08/20/jobs/20advi.html?_r=1&oref=slogin.
While not a big fan of Times political stance, I do admit I get Sunday version and Kevin’s input was well done. His comment was about “what [...]
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Question From Blog Reader:
I’m assuming that you mean: “how do I start the process so that I can control it all the way through?” That’s a better question. In this post, I give you several components of how to handle the very first call.
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I was watching a sales training infomercial at 5:30 AM yesterday and have to share. First, I must commend the author for recognizing the need for sales training to be part of the ever-growing infomercial programming found on cable TV and local access channels. With all of the get-rich-no-money-down-don’t-have-to-sell-anything-systems floating around your boob tube in [...]
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Not sure what got into me…but during a sales call recently, I spouted, rambled, and opined. All to the detriment of the outcome. I was tedious for the listener. I lost the deal, but I hope you can learn something from it.
When communicating with another (as we do every hour in sales), the message received [...]
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Received this success story from a reader who is a medical sales exec. He had just read an article I published on the 5 Mistakes Sales People Make. His lesson was from mistake #1–Shut Up And Listen.
“I attended a trade show recently where I worked our booth for several days. I flatter myself as being [...]
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I voted for him, but I’ve never quite seen someone so inept at communicating to people. His poll ratings reflect that–more than they do policy questions. If he’d have been in my seminar in January in DC and had asked me how to handle the Port deal (Dubai World Ports), here would have been my [...]
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[STAY BEHIND THE PROSPECT]
This is part two of many, on Rules we use in our trainnig with business-to-business sales teams.
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This means to be slightly less positive than your prospect. This might go against everything you’ve heard about professional sales….”be enthusiastic…it’s contagious.” I don’t find that to be the case.
If you’re going to be Selling From [...]
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