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Thoughts and ideas from Sales Concepts.

  • The Secret Effective Leaders Know
    September 12, 2022 at 11:00 AM
    Many people desire to be in positions of leadership. However, they may not understand the concept of servant leadership. The most effective leaders d...
  • Accelerate The Sales Process
    September 5, 2022 at 11:00 AM
    People want things fast. We pay extra to get in a shorter line or have something shipped to us quicker. What if you could accelerate the sales process...
  • Listening: A Salesperson's Superpower
    August 29, 2022 at 4:00 AM
    You may remember The Ramones, an American punk rock band from New York popular in the 1970s. They released many songs back in the day, but their advic...
  • Do you ask enough insightful questions?
    August 22, 2022 at 11:00 AM
    Most salespeople are good at asking questions to send a quote or what their manager may ask during a pipeline call. Successful salespeople dig deeper....
  • Are you a good listener?
    August 15, 2022 at 11:00 AM
    What would your prospects and customers say about your listening skills? What about your co-workers? What about your family? Listening is more than m...
  • Why don't salespeople ask enough questions?
    August 8, 2022 at 11:00 AM
    While speaking with a client the other day, I mentioned that Sales Concepts has provided sales and customer service training for over forty years. Af...
  • Who you don't know in selling can hurt you.
    August 1, 2022 at 11:00 AM
    Who are you most comfortable calling on within your accounts? Often salespeople are most comfortable working with the people in their accounts who ar...
  • Why should your customers listen to you?
    July 25, 2022 at 11:00 AM
    Customers value different aspects of companies, products, and services. No single item universally establishes value in the minds of customers and pr...
  • Why don't salespeople prospect?
    July 18, 2022 at 11:00 AM
    Research shows prospecting is the most challenging activity for salespeople. Why? Salespeople shared the following reasons with us:It just doesn’t wo...
  • Do you find yourself having to discount to win business?
    July 11, 2022 at 11:00 AM
    Do you find yourself having to discount to win business? What would discounting 2% less mean to your business? Relatively speaking, that might not sou...
  • Do you run your day or does your day run you?
    June 27, 2022 at 11:00 AM
    In the song Time in a Bottle, Jim Croce sings, “But there never seems to be enough time to do the things you want to do once you find them.”Is he cor...
  • Customers can tell the difference!
    June 20, 2022 at 11:00 AM
    Do prospects or customers care whether they work with a well-trained salesperson? For example, if a prospect meets with your salesperson who has rece...
  • Is forecasting a waste of time?
    June 13, 2022 at 11:00 AM
    The following is a message from the president and founder of Sales Concepts, Don Sharp.After working in sales and sales management for over 45 years, ...
  • Training doesn't work - unless your people do.
    June 6, 2022 at 7:00 AM
    A quick game of semantics: Is it possible for you as a manager to motivate your people or keep from demotivating them? We often feel as though it is ...
  • Your customers want to talk about themselves.
    May 23, 2022 at 11:00 AM
    Have you ever heard the country song by Toby Keith, I Wanna Talk About Me?Have you ever been on a date and listened while the other person talked abou...
  • What to do when your customer says no.
    May 16, 2022 at 7:00 AM
    Salespeople and managers must master the ability to deal with customer objections confidently. Merriam-Webster’s definition of the word objection is ...
  • Want to get better at selling?
    May 9, 2022 at 11:00 AM
    Have you ever asked a child what they want to be when they grow up and heard them say, I want to be a salesperson? Probably not! If you ask a current ...
  • Why Do Salespeople Struggle with Closing?
    May 2, 2022 at 11:00 AM
    "My people know how to sell. They just don't close." Unfortunately, we hear these words from sales managers we speak with more frequent...
  • A Salesperson’s worst foe.
    April 25, 2022 at 11:00 AM
    Assumption: Something accepted as true, without proof.“Without proof” powerful words.All salespeople make assumptions, but what separates the most su...
  • Selling is like conducting a symphony.
    April 18, 2022 at 11:00 AM
    Successful salespeople know that all of the different buying influences in a company determine whether a purchase will move forward, stall, or go to a...
  • Selling is different.
    April 11, 2022 at 11:00 AM
    One of the first things lawyers learn is to never ask a question during a trial to which they do not know the answer. Well, it's the opposite fo...
  • Prospecting is like eating potato chips.
    April 4, 2022 at 11:00 AM
    The other day a coworker was talking about his lunch. He is counting calories and successfully losing weight. He complained about how you could not e...
  • How good of a listener are you?
    March 28, 2022 at 11:00 AM
    Are you a good listener? According to the International Listening Association, most think we are, but we are not. The average listening efficiency is...
  • Would you give your customers worms for lunch?
    March 21, 2022 at 7:00 AM
    We hope not! But you probably wouldn’t fish with a strawberry either, would you?The following is a poignant message from one of our training consultan...
  • She Said Yes!
    May 10, 2021 at 7:00 AM
    I recently saw a couple get engaged. It was an exciting moment. One the couple will remember forever. It looked easy from my perspective. He asked. Sh...
  • Are Your Customers MAD?
    August 22, 2019 at 7:00 AM
    One of every salesperson's most important responsibilities is to keep the top of their respective sales funnels full of potential opportunities. ...
  • Leadership isn’t just for managers.
    June 10, 2019 at 7:00 AM
    One of my clients shocked me the other day when I mentioned our upcoming Leadership course in Chicago this July. He told me his managers are well trai...
  • You have the right to remain silent.
    March 14, 2019 at 7:00 AM
    As a salesperson, you not only have the right to remain silent, you are often obligated to stay quiet! When selling, anything you say can and will be ...
  • Want to Sell More? Be Quiet.
    January 22, 2019 at 7:00 AM
    Fred Rogers is famous for the children’s show, Mr. Rogers’ Neighborhood on PBS from 1968 to 2001. His objective was to use television to help children...
  • Great Salespeople are Grateful!
    November 20, 2018 at 12:00 PM
    Hard to believe that here in the United States Thanksgiving is upon us which means we are quickly working our way through November and 2018! Time for ...
  • Do you see what your customers see?
    May 8, 2018 at 11:00 AM
    Have you ever caught a glimpse of yourself in a mirror and thought, do I really look like that? Maybe you saw a photo of yourself and thought the same...
  • Successful Salespeople are Like Children.
    March 13, 2018 at 11:00 AM
    As sales professionals, we should be curious like a four-year-old. Most times we are not. When we are not curious, we are often dismissed, at least m...

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