How to Handle the Mystery Objection
Whoa! You’ve done everything right, you’re cruising toward a major sale, you think it’s in the bag. Then, suddenly, for no reason…
Continue ReadingSales Training in Action: Handling the Mystery Objection
Ken Prenger is general manager of the Prenger Implement Store Inc., an AGCO farm-equipment dealer in Minster, Ohio. He sells tractors that…
Continue ReadingHow Sales Training Can Be a Secret Sauce for High Performance
Of all the salespeople you know, how many are gifted stars? How many are simply in the wrong line of work? How…
Continue ReadingThe Importance of Replaying the Call
The rest of the story: Sales training best practices teach us that after every sales call you need to mentally review what…
Continue ReadingImprove Your Selling Skills. Replay the Call
Best practices in sales training teaches that after every call on a customer, you should mentally review everything that happened, step by…
Continue ReadingKeep Replaying the Sales Call – Sales Skills
To Keep Growing, Replay The Call - Every Time Most salespeople continue to make the same mistakes over and over, never recognizing…
Continue ReadingKeep Selling Your Company – Sales Skills
"I didn't know that!" If you hear those words from an existing customer who likes and trusts you but who just bought…
Continue ReadingSelling With Leverage Questions
If he had a long enough lever and a place to put the fulcrum, the Greek mathematician Archimed Noes said, he could…
Continue ReadingPlan and Prepare For Your Sales Call
Never "Wing It" Research shows that salespeople will never reach their performance potential without a well-defined sales-call procedure that they can follow…
Continue ReadingDocument Your Best Sales Practices – Selling Skills
What Works Best For Your Company? Experience is a wonderful teacher, but only if you pay attention and draw the right lessons…
Continue ReadingAsking The Best Sales Questions – Selling Skills
Effective questioning is a critical sales skill for several reasons. First, our recent research shows that there is a direct correlation between…
Continue ReadingSales Training in Action: Why Organization Matters
Natasha Kraushaar, a crop insurance specialist for agricultural lender 1st Farm Credit Services of Normal, Ill., was so impressed by her recent…
Continue ReadingSales Training in Action: The Evolved Sales Pro
Effective questioning is a critical sales skill for several reasons. First, our recent research shows that there is a direct correlation between…
Continue ReadingDoes Your Sales Training Make Complex Selling Simpler?
If you operate in a complex selling environment, can any sales training program make the process simple and clear enough that every salesperson…
Continue ReadingSales Training – SalesFails Series: Episode 17 – Objectionable Objections
https://youtu.be/hWezZu2jw8I TAKE OUR FREE SELLING SKILLS ASSESSMENT ABOUT DUANE SPARKSDuane Sparks is founder and chairman of The Sales Board, the authoritative source…
Continue ReadingDon’t Just Get Sales Training, Get Organized
How much more effective would you be if your life were better organized?I mean in every sense. Suppose that every time you…
Continue ReadingSelling With a Commitment Objective – Selling Skills
Our recent research shows that nearly 80% of salespeople do not understand what their primary purpose is. Your principle mission is to…
Continue ReadingSales Training in Action: Why ‘Influencers’ Can Be Your Best Friends
Jeff Katz is a major-account representative for national waste-management firm Veolia Environment Services. A few years ago he pitched a large apartment…
Continue ReadingMake Influencers Your Best Friends
It would be funny if it weren't so tragic: By going over, around, or through a middle manager or two, maybe alienating…
Continue ReadingSales Training in Action: First, Sell Yourself
When you hear about some company landing a monster deal, how often do you wonder who the sales rep was? G.B. Rand,…
Continue ReadingHow to Sell YOU
How, exactly, do you sell yourself? The question is vital because customers will not buy your product unless they have first bought…
Continue ReadingSales Training in Action: Winning With Best Value Needs
Phil Underwood of Columbus, Georgia, is an area consultant who handles business clients for Veolia Environment Services, a waste-management firm. His basic…
Continue ReadingBest Value Needs: The Key to Winning Sales
"Commodities" used to mean things like wheat. Now yesterday's technological miracle becomes today's commodity at blinding speed. Regardless of your industry, chances…
Continue ReadingSales Training in Action: The Sales Leader as Sales Trainer
Wieland Inc., based in Grabill, Ind., sells furniture to hospitals and other venues in the healthcare industry. Stan Schneider, Wieland’s national sales…
Continue ReadingWho Should Teach the Sales Training Course?
I feel so strongly about this issue that I recently wrote a white paper on the topic. You can download that paper…
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