Sales Training To Grow People. And Grow Businesses
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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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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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David Frey, who I admire because he’s one of the few of us that aren’t afraid to deliver great content, hosts a Sales Telesummit that begins next week.
Full disclosure, David asked me to be a part of it–and I told him I’d promote it to our blog readers.
There are something like 13 trainers/speakers/experts. I can’t [...]
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Not an especially sexy topic but one that every sales manager/ceo/leader should understand as we look to change results–and change behavior. (And for your extreme achievers, knowing how you learn might not be a bad idea).
In our sales training practice, we get asked in to companies to solve sales problems. That’s just what we do.
Every [...]
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[This is part two of a six part series on the questions you should be asking yourself--not customers--but yourself. The main article appeared in early August: The Questions You Should Be Asking Yourself.]
Have been thinking about the idea of “how do we better communicate our value?” lately. Was interviewed by David Frey’s group for a [...]
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They probably don’t. We’ve known for decades that “sales people lie.” I know you don’t (no one every admits to it), but prospects THINK you do. And of course, we know prospects lie.
Seth Godin’s blog this weekend about Vague Claims was about the realtor who advertises “Top 10 Realtors In Nation.” He maintains, if you [...]
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How many times have you become aware of a tool that you didn’t know existed–and as soon as you saw it, just had to have it?
There are tons of examples, computers, email, the lightbulb, The Clapper (OK, so maybe you didn’t “have to have” that). But imagine yourself doing without the first three.
The issue is [...]
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