Where Sales Trainers and Selling Experts share advice, tips, and techniques on how to become a sales champion!

People Don’t Buy from People They Don’t Like

Steve Diggs - Sales Trainer and AuthorAt its core, selling is communication and persuasion. To accomplish this, we must be likeable people. This means that you don’t have the luxury of bringing your problems to work with you. When you arrive at work, everything else goes away. You put on your game face. You focus on your customers and clients. Your only reason for existence is to serve…not to be served.

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How to Have Sales Reps Train Themselves — Twice as Fast, Twice as Well

Brad ShorrOne of the most important qualities to look for in a sales rep is the ability to learn. For one reason or another, many sales reps are resistant to trying new techniques and accepting criticism. Sometimes the problem is experience; the rep has enjoyed success with a particular approach elsewhere and sees no reason to alter it. In other cases the problem is overconfidence in himself or lack of confidence in you, the sales manager. Whatever the reason, sales managers are only as successful as their ability to train reps to be successful.

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The true cost of ignoring clients

Solidify Your Client Base

I have worked with dozens of companies over the past several years and have been surprised at how many concentrate more on client acquisition than they do on client retention. Sales managers often make the mistake of focusing their team on acquiring new accounts (cold calling) rather than nurturing their existing accounts.

While cold calling (new business development, client acquisition, prospecting) certainly has its place, giving it paramount importance over growing your current client base may not be prudent over the long haul.

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5 Tips for Bringing Your A Game to Every Sales Meeting

In the high-stakes nature of sales, first impressions are everything. And nothing feels — or looks — worse than slipping up when it matters most.

I recently attended a meeting that went terribly wrong, and this hard truth sank in. The sales team had sent executives at the prospective company 10 iPads preloaded with the sales presentation in hopes of wowing them at the meeting and gaining an edge on the competition.


How to Maximize the Power of a Sales Call

Dave Kahle - sales trainerNo matter how clever the marketing program, how creative the advertising, or how friendly the customer service reps, if you mishandle the sales call, everything else is a waste.

The sales call is the most critical point in your sales and marketing system and the ultimate test of your marketing program — It’s the point where all your work comes together and you either succeed or fail.

Mishandle the sales call and you may lose a customer for years. Handle it correctly and you’ll take the first step toward a lifetime relationship.

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Do You Have Too Many Prospects in Your Sales Pipeline?

sales prospectingThis tip rubs a lot of people the wrong way, especially managers, but I’m a firm believer in it. I know I will have more success if I have fewer prospects whom I can really focus on rather than a bunch of names I don’t have time to deal with.

To get to this point it means you must have a prospecting process that allows you to qualify quickly whether or not the prospect is really a prospect or if they’re nothing but a suspect.

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Sales appointments are a lot like golf: Don’t let that last shank affect your next swing!

Robert Luckadoo - sales trainerI recently spent a day on the golf course with my son-in-law. He and our daughter were visiting from North Carolina, and the sun was bright and the temperatures mild for a midwinter day in southern Mississippi. It was the first time I’d picked up a golf club since late October, so I knew I’d have to scrape a little rust off my game.

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7 Critical Questions for Future Sales Success

If you are a sales manager who wants to continue to develop your team and grow your business, there are questions you should be asking yourself.

They are simple questions but have far-reaching implications for how well you are preparing your sales force for the ever-increasing competition for the products / services you sell.

Value selling training experts suggest you take the quiz below to measure your sales success potential:

1. Do you make it easy for your customers to buy? Check to see that your sales process does not present barriers that make it confusing or complicated for your clients.