Purple Envelopes

In a recent individual sales coaching session, my client was lamenting her inability to grab the attention of a particular prospect. She described the many letters she had sent and the information contained in the letters. Essentially her letters were lists of all the services (features) offered by the company and concluded with a...

The Sales Training Series: Document Your Best Sales Practices

What Works Best For Your Company? Experience is a wonderful teacher, but only if you pay attention and draw the right lessons from your experience. It pays to document certain portions of your company’s sales process—and the most successful practices that you and your fellow salespeople have found for handling common challenges. Salespeople who do this maximize the use of their time, shorten sell cycles, make more sales, and cash bigger paychecks.

The Sales Training Series: Five Buying Decisions

Have you ever had a customer that seemed to reject nearly everything that you were presenting? We all have. Research on the customer's buying decisions has revealed that a customer's resistance may not be caused by what you present. It could be the sequence of your presentation.

The Sales Training Series: How To Sell Solutions

Salespeople are commonly told to sell “solutions” and “value” rather than just product features. But when the time comes to present their products, they fall back on generic scripts with no direct connection to any specific needs the customer has revealed. The customer winds up in a one-sided conversation, listening to the salesperson present too many low-priority capabilities.

The Sales Training Series: Keep Replaying The Sales Call

To Keep Growing, Replay The Call – Every Time Most salespeople continue to make the same mistakes over and over, never recognizing their errors. Therefore, beyond a certain point, they never really get much better at what they do. How can you avoid that trap?

The Sales Training Series: Sell With TFBR's

You have asked great questions, you’ve uncovered at least three important customer needs that your offerings can address, and you’re ready to begin your product presentation. Know what you’re going to do now? If you’re like most salespeople, you’re going to lose all of the momentum you’ve built—and maybe the sale, as well—by launching a long, boring, and standardized recitation of product features. Your sales presentation won’t even focus directly on the key needs you took such pains to identify.

Clever Sales Questions You Can Ask

How would you like to learn how to handle procrastinators? You'll also learn how to avoid sounding pathetic during a sales call and how to avoid getting mugged by your own mouth.

Sales Leads - All Referrals are NOT Created Equal!

Referrals can be one of the most productive and profitable lead sources available to salespeople. However, it takes some practice to get comfortable asking for referrals. Plus, there are different kinds of referrals that produce different levels of results.

How You Can Conquer F.E.A.R. and Capture Profits

Here’s a short list of skills that can be learned, developed and maintained will calm your fears and catapult you to success.

Step-Up To Better Sales Training!

According to best-selling author, popular keynote speaker, and President of Customersatisfaction.com, Dr. Gary S. Goodman, this is the time to invest in getting first class sales training, especially if you have been lucky enough to be promoting a product that nearly sells itself.

Field Implementation: Getting Referred Leads When Prospecting

Referred leads can be really easily gotten if you just ask. Cold Calling is really easy and fun.

No Cold Calls: Warm Them Up in Two By Three Inches - Part One

Why Spend $50-$500 or more for a business tool that sits in your drawer while you still make cold calls? In your weathered billfold you have a tool that is the least expensive and probably the most effective marketing instrument you need to own.

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.