Concise Defining Statement That Close More Sales – Sales Strategy
A defining statement is a very specific and precise clarifying statement. It combines all of the necessary ingredients so that when a...
How To Sell Customer Benefits For Success | Sales Training Strategy
Product or service features are what the product or service is. Product benefits are what the features do for the product. Customer...
How To Coach for Success | Sales Coaching Training
One of the crises many professional firms face today is a scarcity of loyal, talented, and experienced people. What if, when you were age...
Why Salespeople Need Good Vocabulary To Close More Sales | Sales Training Malaysia
The tools of the professional salesperson are words. We paint word pictures, we tell stories, we describe product or service features and...
How To Build Rapport With The Prospect Before The Presentation | Sales Training
If you have been in sales for more than six months, you have most likely heard from a manager or some other salesperson: “You have to...
How To Lead with Vision | Leadership Skills Training
Successful leaders have a vision for their business. Whether you are CEO of your firm or a practice leader, you will be more successful...
The Value of Training to Train – Sales Management Skills
Give your staff the training to train. For example, students of our Rainmaker Academy are asked to teach what they learned at the Academy...
How To Create A Sense of Urgency During Selling
One of the critical factors in a successful sales outcome is the sense of urgency a prospect brings to the sales process. A question I...
How To Tailor Your Presentation To Clients | Presentation Skills Training
One of the biggest mistakes poor salespeople make is talking too much. They launch into a “feature dump” covering a litany of features,...
How To Sell Differently To Different Client | Sales Training Malaysia
A common mistake many salespeople make is that they sell to everyone in the same way. These salespeople fail to take into consideration...
How to Build a Brand | Marketing Strategy
Building a brand can be a powerful force in your practice if your firm truly operates as one firm. Most firms operate as a collection of...
How To Sell To Top Management | Sales Management Training
Becoming an insider and selling to owners, board members, and top management takes a unique combination of attitude and aptitude....
The Summary Close Sales Strategy To Close More Sales with Clients | Professional Selling Skills
The summary close is especially useful when you are offering a new service to one of your existing clients. (Sales to existing clients...
How To Be More Patient In Business | Sales Management & Sales Leadership Skills
Patience is a virtue. That’s not so easy to see while you are follow-up on a business deal about to close, waiting for a flight that is...
Do You Have Different Level of Customers? | Customer Service Experience
On a plane from Malaysia to Hong Kong, I sat beside a meeting planner for Pricewaterhouse Coopers. She told me a story that bears...
