Salesmanship and Empathy

Sell with empathy and increase your productivity immediately! One of the simplest ways to increase your productivity as a salesperson is to tune into your buyer's point of view. When you are in tune with your buyer you have empathy. This means that you can identify with and understand their situation, feelings, and motives.

Training for Triathlons and Prospecting is the Same

Prospecting is an endurance event, not a one time sprint. Our form and style is important and must be practiced over and over to get the results you want.

Selling Like A Marine; Improvise-Adapt-Overcome

International speaker, author, and Partnering Pro, Terry Wisner shares his perspective on why pre-call planning is important and how to sell like a Marine.

Best In Class Sales Organizations Provide Extensive Sales Training

Many companies assume that when they hire sales people that are already trained they don't need to invest in ongoing training. This is a big mistake. We see the best in class companies continuously working with their sales people to sharpen their saw and keep themselves at the top of their sales game. Sales training should become an ongoing part of your investment by sales management in upgrading and improving the skills of your sales force in order to stay competitive, learn new techniques, adapt to changing sales realities, and keep an open dialogue going between sales management and its people on how to improve sales performance.

Salesmen and Ethics

Salesmen often get a bad rap. We all know they are needed otherwise nothing would ever get sold and therefore no one would have a job making all those products, shipping them, packaging them or designing them. Zig Ziglar use to say nothing ever happens until someone sells something.

As A Salesperson, I'm Making Double The Money, But It's Just Not ME!

Selling isn't for everybody, notes Dr. Gary S. Goodman, President of Customersatisfaction.com and expert in sales and customer service training. If we want to convert non-salespeople into sellers who stay aboard, we have to change our methods, say this best-selling author, business coach, and radio and TV expert commentator.

There Is Only One Problem With Negative Selling!

One of the newest, old ideas to catch on in sales training is the use of negativity, according to Dr. Gary S. Goodman, President of Customersatisfaction.com, sales, service & success coach, and popular keynote speaker. According to this best-selling author and radio and TV expert commentator, there's only one problem with negative selling, and it's pretty serious!

Fast Track Yourself To Sales Success - Busting Sales Loser Beliefs

What is that empowers some individuals to walk out and double their sales virtually over night? My opinion is that the ones who get the instantaneous results are the ones who manage to locate and destroy sales loser beliefs that are holding them back from what they want to achieve. This 10-step exercise will help you to find and remove any limiting beliefs that are stopping you from achieving the success that you deserve...

Why Being Aggressive Won't Get You Sales

Too many business owners, when presenting their sales pitch don’t think about whether their style could be perceived as pushy or aggressive, and don’t realise what they could be losing. In this article we consider what being pushy or aggressive looks like and how it can damage building long term relationships.

How Professionals Deliver a Part of the Client's Financial Program: Three Rules

If you are in the business of selling investment plans, annuity products, life insurance or other supplemental products, you can take a lesson from other industries (like auto sales) and implement a system of your own

How Bad do You Want to Live the Life You Imagined? Are You Still WISHING for a Better Result?

Are you looking for a magic pill? Would you like to know the secret to success in sales? Are you living the life you imagined? Are you prepared to do what it takes?

A Different Spin on Consultative Selling

Consultative Selling and its cousin, SPIN selling, are often implemented in such a way that it's merely a new name for the same old manipulative sales games. You may be playing the same old sales game while dressing yourself up as a Consultant. Maybe it's time for you to get real about who you are and what you do.

Wouldn't You Like to Close New Business Faster? Practice Answering These Four Questions!

Buyers are looking for concrete reasons to make a change. They are all asking themselves: What's in it for me? Answer these four questions to the buyer's satisfaction and your close rate will soar.