It’s Better to Sell The Pain than The Gain | Effective Selling Skills
What is your prospect’s pain? People buy to fulfil outcomes and to solve problems with solutions. People who are in the market for certain...
Are You a Top Sales Professional? | Professional Selling Skills Training
According to a Harvard Business School study, the best sales professional firms have certain characteristics. Most of the characteristics...
How to Network and Get Referral | Effective Sales Prospecting Training
Any time you network with other people, you can get a business lead or referral. For instance, industry associations can work as tip...
The Importance of Creating Wants for Clients | Sales Management Training
Quick, write down something tangible you need. Now write down something tangible you want. Put a price tag next to each item. What you...
Tailor Your Sales Proposition and Positioning the Benefits | Professional Selling Skills
What is a sales proposition? A sales proposition is your presentation of a solution. A solution that potentially solves the problems and...
How to Take Your Problem Questions Deeper | Effective Selling Skills Training
Your analyses of prospects’ and clients’ businesses should focus on the problems that need solving. By asking a series of questions...
How to Design a Winning Proposal | Sales Presentation Skills
What is a proposal? A proposal is your summation of exactly what your client will get for their money. You will usually only prepare a...
Planning Sales Call Improves Success | Effective Sales Planning Training
Different decision influencers need to be approached in different ways. Forgetting to plan the objective of each sales contact or setting...
Understanding Influencers’ Perceptions and Values | Effective Selling Skills
People make decisions emotionally and justify them with logic. But perceptions drive the emotions. For thousands of years, the perception...
How to Overcome Rejections | Sales Prospecting Training
Rejection isn’t really rejection unless you accept it as final! Much research has shown that moving a prospect from contact to contract...
How to Turn Prospects into Clients | Effective Sales Prospecting Skills
Good marketing programs create many prospects. But all prospects do not—and should not—convert to clients. Here are ideas to help you...
How Uncovering Prospect Problems | Questioning Discoveries Selling Skills | Consultative Selling Ski
In order to sell services, a professional must have a command of all the potential problems of a prospect. Businesses hire professionals...
How to Develop Your Marketing Skills | Sales & Marketing Training
Everywhere I go, professionals ask, “Why should we market now? We have more business coming in the door than we can handle. Our phone is...
Professionals Recommend, They Don’t Sell | Professional Selling Skills
Consultative professionals create an integrated relationship between their firm and the prospect. Before solving problems, consultants...
Visionaries Plan for Sales Success | Effective Sales Planning
Without plans, most individuals and firms fail at marketing before they even begin. Plans provide goals for your growth. Plans provide...
