Sales are the core to business – you don’t need us to tell you that. The key to driving sales, is a motivated and hungry sales team. Unfortunately, having the perfect sales team is often easier said than done. Sales can be difficult, and salespeople are humans. It’s important to use the correct tools to motivate your team, so they’re constantly looking to reach new goals, and earn more for themselves and your company. One…
Last Updated on September 8, 2020
For more than a decade, professional sales trainer David H. Sandler, creator of the Sandler Sales System and the Sandler Sales Institute, has been warning sales people not to fall into the “free consultant” trap. He warns that if you don’t control the interaction and close the deal, you could end up educating your prospect, only to have a competitor come behind you can close the deal. But has the information age changed all this?…
Last Updated on October 27, 2020
Close more deals. That’s the goal of most sales people, sales managers and sales driven organizations. But what if it’s the wrong goal? What if setting a minimum sales quota was hurting your success? What if there was another number that was much more important, and more profitable, than total sales? There is, and it’s so simple that once you know it, you can quickly increase your sales by 33%, and your profits by much…
Last Updated on October 27, 2020
When accountants look at balance sheets, they don’t look at the cost of lost opportunity. They simply looked at the money that came in the door and went right back out. But there’s ONE error that could cost your company thousands of dollars over the next 30 days…and most sales managers don’t even know that their reps are making it… The Hidden Menace That’s Sabotaging Your Sales: Missed Opportunities Opportunity likes speed. It likes people…
Last Updated on March 27, 2018
Several years ago, Richard Fenton and Andrea Waltz wrote a book and produced a video called “Go for No.” The basic premise of the book was that you should make it a goal to hear no and to meet with resistance and rejection, as opposed to making it a goal to succeed and hear your prospect say “Yes.” This sounds counter-intuitive. But in the words of Earl Nightengale, sometimes the smartest thing you can do…
Last Updated on February 5, 2020
Looking for ideas for your next sales meeting? Here are two simple habits that will help your phone reps close more sales deals in the next 30 days… #1: Deal With Objections Before they Happen The best time to deal with an objection is before the objection occurs. Most sales people fly through their presentation, ask for the order and then try to wrestle through layers of objections so they can (hopefully) close the deal.…
Last Updated on January 31, 2019
Want a motivated sales force? Three words… Help them win. Why? Because Winners NEED to win. They hate losing. They hate feeling like they aren’t living up to their potential. An article on Forbes.com reported that 70% of employees leave companies when they don’t feel valued or appreciated. Does this mean you should say nice things to them? Tell them what a great job they’re doing? Value them as a human being and help them…
Last Updated on February 4, 2021
Want more sales, more repeat business AND lower customer churn rates? If you have a call recording solution installed already, here’s a SUPER quick way to increase your results using the “DISC” personality profiling system. What is DISC? DISC is an acronym for the four primary personality types: Dominant: big picture focused, fast pace, just the facts. Influential: big picture, fast pace, empathy. Supportive: details, slow pace, empathy. Compliant: details, slow pace, just the facts.…
Last Updated on September 14, 2020
We’ve all heard those management mantras… “Be a good finder” “Catch them doing something right.” “Sandwich every bit of criticism between two layers of praise.” Still, many managers find themselves using call recordings solely for pointing out missed opportunities, identifying additional training needs or managing poor performance. There’s an outstanding opportunity to praise your team and recognize their hard work when you look for their very best calls and make a big deal about them.…
Last Updated on October 12, 2020
As a sales consultant and trainer I’m always looking for ways to assist my clients in increasing sales. When it comes to inside salespeople the very best way is to monitor them in real-time so you can hear what the prospect and salesperson are saying to each other but a very close second, and in some ways it’s first, is call recording. I have several clients who have the capability to record every call their…
Last Updated on January 30, 2019