Tag: Sales Training

Referral Request Reluctance

Gaining referrals can seem harder than cold calling. It’s something I’ve recently noticed. There are many salespeople who would rather talk with relative strangers in the form of prospects than to ask current clients for referrals. I know that I struggled with it previously in my career. Why Is It So Hard? I believe there…
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How Bike Riding and Golf Can Improve Sales

I have been playing golf for 48 years. I been riding a bike for 5 or 6 years longer, so depending on which activity we’re talking about, that’s a little over or a little under 50 years of experience. It is an exceptionally long time to know how to do something. Easy and Hard So…
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Don’t Let History Predict the Future

While driving in a downpour recently, I decided to take the backroads home instead of the freeway. I thought to myself, “Wow. I feel really old, avoiding the freeway.” I wondered why I felt that way. I can see pretty well. My reaction time is fine. I haven’t ever been in any serious car accident.…
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Three Reasons Salespeople Can’t Reach Decision Makers

Here’s a duh! Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business. Here’s the data: According to Objective Management Group they are 337% more effective. That’s the good news. The bad news is that only 28% of salespeople are strong at doing it. This is a massive problem. If…
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How a Song Can Help 58% of Salespeople

It sometimes is the odd duck who waddles to excellence. This is something I have noticed over numerous years in the sales business. Frequently it is the salesperson who marches to his own beat who is the best. It struck me the other day when I was listening to music in my car and heard…
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Helping Salespeople Avoid Awkward Selling Adolescence

Here’s something I’ve noticed. Sales excellence progression is like child development. Individual sellers, as they gain experience, mirror the same evolution that we witness in children growing into adolescents and mouthy teenagers. If you have children who are or were adolescents at one time you will likely connect easily with what I have to say.…
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Tired of the Price Fight? Data Reveals Insight to End It.

Have you ever wondered why some of your salespeople would rather negotiate on behalf of a customer or prospect to get them a lower price than sell the true value that your company’s products and services deliver? If you haven’t, you probably will, because data we have on over 630,000 salespeople reveals that 60% of…
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A Horrible Sales Tactic

My last post detailed some of the silly tactics and tricks salespeople try to use to make a sale. It also provided a three-step process to help salespeople connect better with their prospects so they don’t have to pull tricks and tactics on them. In this post, I’m going a step further, adding a huge…
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The Art of Lowering Resistance

Remember the good old days when slick-talking salespeople were taught to get the buyer nodding their head and agreeing with what they were saying because it would somehow get the prospect to agree to purchase? How about when salespeople were taught to sell solutions? What about when they were taught to challenge their prospect? No…
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Need to Sell More with Fewer People?

In 2020, we saw numerous companies freeze hiring, and many even reduced headcount. And now in 2021, there’s still much trepidation for going back to “business as usual.” There may not be much excitement to add sales headcount either. So, the age-old question exists. How can I get my current sales team to sell more?…
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