During a practice round at a major golf tournament recently, one of the players hit an exceptionally beautiful shot. A fan in the gallery exclaimed, "Man, I wish I could hit a shot like that!" The player walked over to…
7 Winning Tricks to Get More Sales Mister Rapid Fire never heard of the 80-20 rule where the prospect does 80 percent of the talking and the salesperson 20 percent. Frankly, I think the rule, while a good guideline, is…
Three Sales Habits That Close More Business Let’s take a look at the top three sales habits of top producers and examine the neuroscience and emotional intelligence skills behind the development of success habits. These three simple habits that will…
Sales Skills: In Class Vs. Out In The Field One of the biggest challenges for most organizations is helping salespeople execute in the field what they've learned in theory in the classroom. It is easier to execute a sales technique…
“Buy Today” Discounts Don’t Make People Buy, But “Buy Soon” Discounts Do Primary sales urgency is created by the need or want to own the product bases on how that product will benefit the customer or provide a solution…
Which Customers Are Up-Sell and Cross-Sell Worthy? How can you determine who those perfect up-sell and cross-sell candidates are, and what should you do once you’ve identified them? Drive Business By Up-Selling To Your Existing Customer Base Up-selling and cross-selling…
Three Turnarounds to Common Insurance Sales Objections In inusrance sales, there are three objections that you will face when engaging prospects and customers. You gain a competitive advantage when you prepare in advance and practice handling the most common insurance…
Fundamental Sales Negotiation Strategies These four pre-negotiation strategies are critical for building and maintaining a healthy pipeline, handling challenging sales conversations, increasing win probability, and achieving better results. Because proper sales negotiation is often absent from sales training and onboarding,…
Become a More Effective Negotiator Forget about “win-win” outcomes and start playing to win. That’s your job as a sales professional, to win for your team. There are few one-size-fits-all solutions in sales and negotiation is no exception. Negotiation complexity…
Examine Leadership Before Sales Skills If you hired reps who you believed could sell, and who proved that they’ve been successful selling in the past, then the first place to examine when your reps aren’t selling is your sales leadership.…
Change bad habits to create incredible results Failing to remove bad habits can lead to your own demise. Can you truly change? Can you break your bad habits? You can! It's never easy to acknowledge that you may have developed some…
5 Tactics to Create Scalable Sales Skills Ultra-high performers have sales skills that are built to scale. These skillsets are responsible for their adaptability and achievements, even during tough economic times. The following tactics can help you develop scalable sales…