When to Be Silent During Sales Presentations & Pitches
The typical sales professional is excited when they land an in-person meeting with a prospect. This is your chance to make your pitch and state your case. We call it the “sales presentation,” but that term is actually misleading. Just because it’s a “sales...
How Do a Bunch of Lone Wolves Form a Sales Team?
Generally speaking, we learn better and develop better ideas when we work in groups. Human beings are social creatures. Our ability to team up has allowed our species to build amazing structures and advance once-unimaginable technologies. When two or more people put...
Dangers of Product Knowledge
Question: What’s one of the biggest problems in sales? Answer: Over-training on product knowledge. There you go; I said it. There’s a good chance my answer will make you angry, but I truly believe that most companies spend way too much time on product knowledge...
Looking Back at Last Year’s Most Important Advice
This might not be a pleasant memory but close your eyes and picture yourself one year ago. Remember what you were thinking and how you were feeling. The pandemic was new, and the fear caused by the recently implemented shutdown was raw. People who sell for a living...
40 Percent of Sales Reps Say Closing Is Most Stressful
I once asked attendees this question during a sales workshop: “What is the most stressful part of the sales process?” It’s a question I periodically ask sales professionals. And regardless of industry, the answers are always the same. Approximately 40 percent of the...
Professional Social Media UseOctober 22, 2021- If Clients Prefer Virtual SellingOctober 15, 2021
- Gifting as a Form of ProspectingOctober 1, 2021
- Confidence in Your PriceSeptember 24, 2021
- Dadsplaining the World MindsetSeptember 17, 2021
Recent Comments