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

Sales Tips: Which of Your Accounts Deserves to be Key?

To save my fingers from early onset of arthritis, let’s shorten the term from Key Account Management to KAM. I understand that it doesn’t sound great, but I need my fingers to blog with.

I often get asked to deliver Key Account Management training at Salestrong, and having done so for a number of organisations, I notice that companies have vastly different views on what KAM is. Some simply call their larger accounts, “Key Accounts”, whilst others have a well defined KAM program.

  1 Comment

Stop Being Scattered and Start Selling

Did you know that top sales performers spend between 75% and 95% of their time on high-payoff or ‘worth-it’ actions? Low performers spend between 25% and 40% of their time on ‘worth-it’ actions, and don’t even notice that they are wasting their time.

They think they’re working hard, but produce little at the end of the day. If you are working hard but not selling much, there could be simple tweaks you can make to your system that could double your volume within three months.

  No Comments

4 Steps to Irresistible Sales Calls

Sales calls – be it follow up or cold calling – are essentially all a process of winning the customer over. This is where the divide starts between the effective sales professionals and the not so effective talents within the team.

In order for everyone to maximize their efforts and really bring a new form of revenue into the business the whole team needs to be focused, they also have to be clued up to as what will give them the helping hand that they need to really win over those customers.

  No Comments

Words To Avoid During Your Sales Presentation

Needless to say, It’s essential that sales professionals are comfortable in their roles, but when comfort turns into complacency language barriers can start to appear.

In sales training what to say to customers and how to say it is covered extensively. These keystone skills are the backbone of any sales career and every good salesperson knows that they need to be constantly sharpened in order to remain effective.

Communication is the sales expert’s main tool. In negotiations a good communicator can make the difference between a non-sale and hearing the words “sold”. When following that age-old advice “ABC – Always Be Closing”, the only way this is possible is by being able to freely and naturally talk to clients and customers.


Misery Loves Company?

Jeff Shore - sales trainer and authorThe thing about both positive and negative energy is that both are competing forces. Whichever one is stronger will win.

Over the years, I’ve encountered sales professionals who fear being TOO positive with their customers. They don’t want to be labeled as a Pollyanna or as someone who is not truly listening to valid concerns from buyers.

One of my colleagues summed up this fear well when she brought up the idea that “misery loves company” and wondered if perhaps she should sometimes join a client in their less than positive state of mind as a way of connecting with them. Here is my complicated answer to that:

  No Comments

Sales Tips: How to Get More Referrals

Referrals are the lifeblood of many sales ventures. Sales professionals of all stripes rely on referrals to generate constant leads for future work. Many sales tips for gaining referrals rely on superficial techniques or those that die out over time. However, some enduring sales tips can help professionals gain more referrals and make the most of those they receive. These tips can give a savvy sales professional an edge in the modern marketplace.

Teach Your Customers How To Be Your Best Referral Sources…


4 Essential Questions To Outsmart Your Sales Competition

What if you were at risk of losing your best customer?

It’s time to get your thinking cap out again. I’m here to stretch you out of your comfort zone so you can see things in new ways. Today we’re going to look at your very best customer – the one you love working with and who contributes a fair share to your income. Got it?

Good, because now I want you to put yourself in your competitor’s shoes. You want this account really badly. And you know who’s currently got the business.

  No Comments

Sales Tips – Examples of Sales Pitch Styles That Prospects Don’t Like

Answering the question “What do you do?” seems like it would be easy, but it’s more difficult than you think – especially if you haven’t put much thought into how you would respond. Here’s one common sales pitch example that will send prospects running for the hills.

The Rambler Sales Pitch

Much as I dearly love most Ramblers, they do drive me (and most everyone else) crazy. As you can imagine, Ramblers babble on-and-on, seemingly unaware of their effect on prospective buyers. Based on my observations, there are two types of Ramblers.

1. Floundering-For-My-Niche Ramblers

  No Comments