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Thoughts and Ideas from Sales Concepts

  • "Want to sell more? Be quiet!"
    February 3, 2025 at 5:00 AM
    Fred Rogers is famous for the children's show Mr. Rogers' Neighborhood, which aired on PBS from 1968 to 2001. His objective was to use telev...
  • "Thanks! Great Presentation."
    January 27, 2025 at 5:00 AM
    “Great Presentation!” These could be the worst words you can hear after your sales presentation! Another horrible response for a presenter might be, “...
  • Have you ever overreacted to something with a customer?
    January 13, 2025 at 5:00 AM
    One of the most effective ways to deal with customer objections is to listen, empathize, and ask questions. However, we have found that, among the tho...
  • Ready or Not, 2025 is Underway!
    January 6, 2025 at 5:00 AM
    We are already a week into 2025, a new year. For most of us, our numbers revert to zero. Have they come to you with a higher quota this year? Did they...
  • The Secret Effective Leaders Know
    December 16, 2024 at 5:00 AM
    Many people desire to be in positions of leadership. However, they may not understand the concept of servant leadership. The most effective leaders do...
  • Can you listen and talk at the same time?
    December 9, 2024 at 5:00 AM
    It isn't easy to do two things simultaneously. Try patting your head and rubbing your stomach at the same time. It is difficult for most of us to...
  • The best salespeople ask the best questions.
    December 2, 2024 at 5:00 AM
    An idiom is an expression that typically presents a figurative, non-literal meaning attached to the phrase. For example, when you say, I quit cold tur...
  • The Great Salespeople are Grateful.
    November 25, 2024 at 5:00 AM
    It's hard to believe that Thanksgiving is upon us here in the United States, so we are quickly working through November and coming to the end of ...
  • Why don't salespeople prospect?
    November 18, 2024 at 5:00 AM
    Research shows prospecting is the most challenging activity for salespeople. Why? Salespeople shared the following reasons with us:It just doesn’t wor...
  • Selling does not work!
    November 11, 2024 at 5:00 AM
    Okay, we wrote that subject line to get you to open this email. Of course, selling works, but only when done correctly! So, how do we do it correctly?...
  • What is more scary than a monster?
    November 4, 2024 at 5:00 AM
    This past week, a large part of the world celebrated Halloween. It is that spooky time of year when we dress up as ghosts, goblins, ghouls, zombies, o...
  • 8 Myths of Selling Debunked!
    October 28, 2024 at 4:00 AM
    Many salespeople have come to accept certain myths as though they are truths. These salespeople needlessly limit themselves by buying into ideas that ...
  • It's not just about your customer!
    It's about your customer's customers...
    October 21, 2024 at 4:00 AM
    Here's an easy quiz for you. Do it quickly. It's not complicated. List five of your most significant customers. If you are like most of us, ...
  • LinkedIn is a waste of time.
    October 14, 2024 at 4:00 AM
    LinkedIn is a waste of time. It does not work. Even in 2024, we still have people in our programs who believe this. The problem is, they are right. L...
  • Control your destiny with proactive prospecting.
    October 7, 2024 at 4:00 AM
    One of the most intriguing things we do here at Sales Concepts is work with many different sales executives in diverse industries. A trend seems to be...
  • The biggest obstacle to closing business.
    September 30, 2024 at 4:00 AM
    It’s Friday night, and you are finally home after you have worked hard all day. It has been a long week. You decide to cook meatloaf for dinner. You p...
  • People like to buy from people they like.
    September 23, 2024 at 4:00 AM
    We all have had people you click with from the start. We decide immediately whether this is someone we want to get to know. When we sense a connection...
  • Why do business cases fail?
    September 16, 2024 at 4:00 AM
    In selling, business cases don't work! Wait! What? Okay, let's expand on that. In selling, improperly delivered business cases don't wo...
  • What makes a salesperson great?
    September 9, 2024 at 4:00 AM
    We often ask this question when working with sales teams. Salespeople and sales managers typically respond with words like ambition, persistence, driv...
  • When is your next trade show?
    August 26, 2024 at 4:00 AM
    Trade show attendance in the United States peaked in 2015 and leveled off until COVID-19. Then it fell by over 92%. However, trade show attendance was...
  • Differentiate yourself. Set winning goals.
    August 12, 2024 at 4:00 AM
    One of the main differences between successful salespeople and those who struggle is how they use their time. According to Inc. Magazine, only 8% of b...
  • Closing does not just happen.
    August 5, 2024 at 4:00 AM
    Throughout our programs, we often examine why salespeople fail to close. The reasons are numerous. However, one of the most prevalent reasons is the f...
  • 20 Ways to become a better listener.
    July 29, 2024 at 4:00 AM
    One of the most essential skills a successful salesperson can have is the ability to listen. Unfortunately, the average person listens with an effecti...
  • Do your customers know how to sell?
    July 22, 2024 at 4:00 AM
    If you are like me, you may sometimes find yourself working with a customer or prospect who can not approve or decide to buy. We know we need to invol...
  • What does an influential leader look like?
    July 15, 2024 at 4:00 AM
    The other day, I saw four boys riding their bikes. Two looked to be about 14, and two were close to nine. They had just crossed a busy street and stop...
  • Negotiating is about value, not money.
    July 8, 2024 at 4:00 AM
    When you negotiate solely on price, you have already lost. Price negotiations only end in two undesirable ways: you lose your margin, or the customer ...
  • Can you match their price?
    July 1, 2024 at 4:00 AM
    Most salespeople will encounter this objection at least once in their career. Successful salespeople compare this objection to a tell in poker. Accord...
  • Are you losing track of customers?
    June 17, 2024 at 4:00 AM
    Even in the middle of 2024, we continue to hear from many of the salespeople in our classes that they do not use LinkedIn for business. We frequently ...
  • How do you react when you encouter resistance?
    June 17, 2024 at 4:00 AM
    How do you feel when you run into resistance? You may experience resistance from a prospect or customer who has objections to your product or service...
  • Do you speak the language of the C-Suite?
    June 10, 2024 at 4:00 AM
    If you lived in the United States or Canada and your company offered you a new, exciting position in Brazil, one of the first things you need to do t...
  • What do your customers want?
    June 3, 2024 at 4:00 AM
    The late country singer Toby Keith gives the best sales advice in his hit song, I Wanna Talk About Me. Remember these lyrics as you head into a conver...
  • 3xy = success
    May 20, 2024 at 4:00 AM
    What in the world does 3xy mean? Keep reading, and we will explain it. Sales Concepts was founded in 1980, and since then, we have been helping people...
  • Are all CEO's the same?
    May 13, 2024 at 4:00 AM
    What makes them different?In our past Friday morning workshop, we discussed what makes salespeople great. One participant said that a great salesperso...
  • What are your thoughts about salespeople?
    May 6, 2024 at 4:00 AM
    What is the public’s perception of salespeople? Ever tell people you sell for a living? How do they respond? If we were to interview people on a busy ...
  • Trade shows are back!
    April 29, 2024 at 4:00 AM
    Since COVID-19, trade shows have been on somewhat of a downward trend. However, according to Statista, the number of trade shows B2B professionals exh...
  • What you don't know in a negotiation will hurt you.
    April 22, 2024 at 4:00 AM
    Information is power in a negotiation. The more we know about what the other party wants, the better job we can do to help them get it. That last sent...
  • Why don't salespeople prospect?
    April 15, 2024 at 4:00 AM
    Here at Sales Concepts, we speak with dozens of sales managers every month, and a majority of them lament that their salespeople do not prospect or co...
  • What do you not want to hear after a presentation?
    April 8, 2024 at 4:00 AM
    Great Presentation! These could be the worst words you can hear after your sales presentation! Another horrible response a presenter might hear after ...
  • They chose your competition.
    April 1, 2024 at 4:00 AM
    Have you ever heard a prospect say this or something like it? It hurts, does it not? Maybe it sounded like, I'm sorry, I chose to go in a differe...
  • Tips for working with technical influences.
    March 25, 2024 at 4:00 AM
    This month, we have been evaluating an account's different buying influences. All organizations have four primary buying influences based on job ...
  • Tips for working with people who use what you sell.
    March 18, 2024 at 4:00 AM
    Last week we spoke about the different buying influences in an account. All organizations consist of four primary buying influences based on job type....
  • Eight Myths of Selling - Busted
    March 4, 2024 at 5:00 AM
    Many salespeople have come to accept certain myths as though they are truths. These salespeople needlessly limit themselves by believing ideas that ju...
  • Training doesn't work, unless your people poeple do.
    February 26, 2024 at 5:00 AM
    A quick game of semantics: Is it possible for managers to motivate their people or just keep from demotivating them? We often believe it is our job as...
  • Sometimes, ROI is not enough.
    February 20, 2024 at 5:00 AM
    In our decades of experience with sales professionals, we've noticed a recurring issue: they tout the value of a product, service, system, or sol...
  • Do this exercise to sell more benefits.
    February 12, 2024 at 5:00 AM
    It’s the week of Valentine’s Day. What better week than to think about why prospects become customers? Prospects buy what they perceive your products...
  • How do your customers negotiate?
    February 5, 2024 at 5:00 AM
    How do you feel when a prospect or customer says one of the following?We need a better price.You’ve got to do better than that.I am disappointed.We al...

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