Ideas to set yourself apart from your competition so you win business and sell at your highest potential in a lasting and consistent way. Be You | Be Different!
They buy what your products and services do. Does a pool add value to a house? Is it of value to you when a store offers you buy one get one free? Wou...
Now is the time for most salespeople to get serious about prospecting.It’s the time of year when many companies are planning for 2024. Successful sale...
What keeps us from connecting with others? Maybe you are a manager and can’t quite connect with a person on your team. Perhaps you are in sales, and ...
You may have heard the adage that there are no stupid questions. That may be true in some cases, but it is not true in selling. We’ve even professed t...
“Great Presentation!” These could be the worst words you can hear after your sales presentation! Another horrible response a presenter might hear afte...
Have you ever been to a party or gathering where everyone got the same kind of cup? Usually, a red plastic cup and next to the cup are markers where y...
The headline of today’s article may seem somewhat blasphemous. The concept of time management is an oxymoron. After all, we cannot manage time. The c...
During our everyday business, we often hear sales executives say that they want their sales personnel to do a better job of closing.Some even say, “Ou...
Four compelling reasons to sell with a business case.
May 30, 2023at4:00 AM
Why create and sell with a business case? Preparing and delivering a business case for your customers or prospects has many benefits: It builds credi...
What is YOUR reason for forecasting? Is it because your management requires you to forecast? After you submit your forecast, what do you do with it? O...
We were going to write a meaningful message for you this week, but we ran out of time. This is obviously a joke because you are reading our message no...
Here are six key questions to answer when presenting a business case to help you win and keep attention throughout your presentation. A compelling pre...
Quite a bit, actually! Some people excel at bowling. They can pick up a ball, roll it down the lane, and watch as it knocks over all the pins. A strik...
Objections often make salespeople sweat! Objections are any concern of a prospect or customer, either stated or not, that can keep you from closing th...
For over 43 years, Sales Concepts has trained people who work with customers and their managers. In many of our programs, salespeople practice selling...
One common objection from sales managers for not training their salespeople is that our people are experienced. When athletes are good enough to becom...
Children ask a staggering number of questions a day. Research shows they ask at least 73 questions a day. Adults ask only about 20 questions a day. Wh...
Would you discuss your investment portfolio with your child's teacher?
March 20, 2023at4:00 AM
Would you talk to your child’s teacher about maintaining your yard? How about discussing your financial portfolio with your internist or medical issue...
Have you ever thought about the reputation the public holds of salespeople? When you do, what comes to mind? Is it less than flattering? Unfortunately...
Do you view forecasting as a chore? Is it something you find yourself cramming for at the end of a quarter, like a final exam in college? Do you resen...
The American Counseling Association (ACA)created the list below of characteristics that make an effective therapist. Successful salespeople know that ...
If someone is negotiating with you, they probably want what you have! So, what should you do? Here are some ideas:Slow down, and allow yourself time t...
Have you ever been thrilled to blow past your quota and forecast but discovered that your management was not as excited as you expected? You worked mo...
A lack of closing skills is blamed for everything that keeps salespeople from selling! Managers often request our services to help their teams do a be...
What do people hear when you tell them, I didn’t have time? It is a phrase most of us casually use to defend why we did not do something. But should w...
For many salespeople, January is the start of something new. The numbers reset to zero, with twelve months to reach the new goal. Management develops ...
Ever work with customers who mainly care about money?
January 17, 2023at1:00 PM
Think about the people you work with who buy from you. Now, think for a moment about those who could but don’t. Do they mainly care about the features...
Salespeople often get a bad rap. There are many jokes about salespeople, but by far, this one could be the most hurtful: How can you tell when a sales...
Successful salespeople understand they must ask questions to help prospects and customers overcome the biggest killer of all sales: FUD (Fear, Uncerta...
Want to be a better listener? Don’t interrupt! Mix up the letters of the word listen, and you end up with the word silent. That can’t be a coincidence...
When I travel, attend a business conference, or attend other functions, I am asked what I do for a living. When I tell people I work with a company th...
There are numerous studies regarding the importance of curiosity. These studies reinforce that the more curious a child is, the more they learn. If yo...
Would you rather ride a bike uphill or downhill? Probably most of us would prefer riding a bike downhill. It requires a lot less work! But in most ins...
Why do so many salespeople fear prospecting? What is so scary about prospecting? If you find a new account to call or stop in and see, what is the wor...
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...
What traits do your customers want in a salesperson?
October 24, 2022at11:00 AM
What traits make a superior salesperson? We often ask this question of salespeople and managers and hear many of the following adjectives:OutgoingDriv...
The main thing we learn from history is that we do not learn.
October 17, 2022at11:00 AM
What do you think about this remark? Are you guilty of any of these below? It may be time you do something different.Treating everyone the same - do y...
Things you do for yourself that enhance your life:ExerciseEat a healthy dietLive within your meansGet plenty of sleepForecastWait, what? Forecast? How...
For most salespeople, the longer they sell, the better they get. However, there is one area where experience and longevity can work against us. Those ...
Most salespeople focus on what their products and services are. Successful salespeople focus on what their products and services do, encouraging custo...
Many people desire to be in positions of leadership. However, they may not understand the concept of servant leadership. The most effective leaders do...
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...
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...
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....
What would your prospects and customers say about your listening skills? What about your co-workers? What about your family? Listening is more than mo...