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As a sales trainer, I get a lot of pushback about the word “pain.” Many of my clients reason that there are many other motives to explain why people buy. There have been multiple instances where they were offended by the very word “pain” and its negative connotation and then asked if we can call…Read More
f you are not focused on keeping the customers you have and gaining more, then you will never succeed in sales to the level you thought possible.Read More
About six months ago, Tim had done some research on firms in his sales territory and decided that The Hubble Group was a prime prospect. In the course of the research, he had obtained a publicly available corporate report which contained the names of all the company officers from the CEO down to the line managers.Read More
If your boss tells you to pay attention to what this salesperson is selling, you probably will. If someone two levels down tells you to pay attention to what this salesperson is selling, you’ll probably get around to it eventually. If you are the salesperson in question, which situation is better for you?Read More
There is nothing wrong with putting bigger and bigger commission checks in your bank account unless you’ve decided that your job is to meet quota.Read More
Prospects have been making salespeople give up increased commissions and sales for years… are you going to continue to help them?Read More
Lulls in conversations are not bad, and there is no reason for you to fill them in.Read More