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PodcastCheck out our podcast | Sales BlasphemyIdeas 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!
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Thoughts and Ideas from Sales Concepts
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Negotiating is about value, not money.July 8, 2024 at 4:00 AMWhen you negotiate solely on price, you have already lost. Price negotiations only end in two undesirable ways: you lose your margin, or the customer ... -
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Can you match their price?July 1, 2024 at 4:00 AMMost salespeople will encounter this objection at least once in their career. Successful salespeople compare this objection to a tell in poker. Accord... -
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Are you losing track of customers?June 17, 2024 at 4:00 AMEven 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 ... -
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How do you react when you encouter resistance?June 17, 2024 at 4:00 AMHow 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... -
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Do you speak the language of the C-Suite?June 10, 2024 at 4:00 AMIf 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 AMThe 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...
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3xy = successMay 20, 2024 at 4:00 AMWhat 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... -
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Are all CEO's the same?May 13, 2024 at 4:00 AMWhat makes them different?In our past Friday morning workshop, we discussed what makes salespeople great. One participant said that a great salesperso... -
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What are your thoughts about salespeople?May 6, 2024 at 4:00 AMWhat 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 ... -
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Trade shows are back!April 29, 2024 at 4:00 AMSince COVID-19, trade shows have been on somewhat of a downward trend. However, according to Statista, the number of trade shows B2B professionals exh... -
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What you don't know in a negotiation will hurt you.April 22, 2024 at 4:00 AMInformation 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... -
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Why don't salespeople prospect?April 15, 2024 at 4:00 AMHere 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... -
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What do you not want to hear after a presentation?April 8, 2024 at 4:00 AMGreat Presentation! These could be the worst words you can hear after your sales presentation! Another horrible response a presenter might hear after ... -
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They chose your competition.April 1, 2024 at 4:00 AMHave 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... -
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Tips for working with technical influences.March 25, 2024 at 4:00 AMThis month, we have been evaluating an account's different buying influences. All organizations have four primary buying influences based on job ... -
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Tips for working with people who use what you sell.March 18, 2024 at 4:00 AMLast week we spoke about the different buying influences in an account. All organizations consist of four primary buying influences based on job type.... -
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Eight Myths of Selling - BustedMarch 4, 2024 at 5:00 AMMany salespeople have come to accept certain myths as though they are truths. These salespeople needlessly limit themselves by believing ideas that ju... -
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Training doesn't work, unless your people poeple do.February 26, 2024 at 5:00 AMA 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... -
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Sometimes, ROI is not enough.February 20, 2024 at 5:00 AMIn our decades of experience with sales professionals, we've noticed a recurring issue: they tout the value of a product, service, system, or sol... -
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Do this exercise to sell more benefits.February 12, 2024 at 5:00 AMIt’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... -
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How do your customers negotiate?February 5, 2024 at 5:00 AMHow 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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Are your customers good listeners?January 29, 2024 at 5:00 AMI have two questions for you.Are you a good listener?Do you make it easy for people to listen to you?The International Listening Association conducts... -
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Have you ever overreacted to something with a customer?January 22, 2024 at 5:00 AMLast week, we held our workshop on overcoming objections or other forms of customer resistance. One of the most effective ways to deal with customer o... -
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Should we even call them objections?January 16, 2024 at 5:00 AMAs a salesperson, you probably encounter objections multiple times a day, every day. But what are they, really? And should they be referred to as obje... -
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Tips for better listening.January 8, 2024 at 5:00 AMOne of the most common wishes we hear from sales and customer service managers is that they want their people to be better listeners. There are many r... -
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My prospect answered the phone! Now what?December 18, 2023 at 5:00 AMOccasionally, we hear from salespeople regarding their day-to-day sales activities. Here is one I have permission to share:"I just made the worst... -
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Words of WisdomDecember 11, 2023 at 5:00 AMBelow are quotes that our team believes are powerful.We hope they resonate with you.Companies pay to have their problems solved.Sanjit BiswasOur world... -
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A note to your inner salesperson: experience doesn't (necessarily) make you better!December 4, 2023 at 5:00 AMWe provide training for people who work with customers. Be it selling, customer service, leadership, emotional intelligence, or many other capacities.... -
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Start a fire in the hearts and minds of your prospects.November 27, 2023 at 5:00 AMI recently rented a mountain cabin with a beautiful, big stone fireplace. It was the perfect day for a fire. I purchased three bundles of firewood. I ... -
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One trait that separates success from mediocrity.November 20, 2023 at 5:00 AMSince it is Thanksgiving week here in the United States, we believe this week is an appropriate week to focus on one of the traits that separates grea... -
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Are you unintentionally frustrating your customers?November 13, 2023 at 5:00 AMWhen your phone rings, and you see who is calling, do you think: Ugh, please, not now? I don’t want to deal with you. Maybe you check your email and t... -
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Are you getting the most out of LinkedIn?November 6, 2023 at 5:00 AMAre you getting the most out of LinkedIn? Are you using LinkedIn to differentiate yourself from your competitors? Sales Concepts offers a one-hour wo... -
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Cold calling still works when done correctly.October 30, 2023 at 4:00 AMA trendy opinion is that cold-calling is no longer necessary or effective with social media, AI, and abundant Internet resources. At Sales Concepts, ... -
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You don't mange time. You manage priorities.October 23, 2023 at 4:00 AMHappy Halloween! You know what is scary? How many of us struggle with how to manage our time? Here’s something even more frightening: you can’t manage... -
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The best salespeople are bilingual.October 16, 2023 at 4:00 AMHow well would you fit in if you were moving to a country with a native language you don’t speak? You can hire translators or ask them politely if the... -
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How much does it cost?October 9, 2023 at 4:00 AMWhat is the price?How does a salesperson answer their prospect or customer's question, and how does that answer affect the relationship?Some trai... -
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What makes a salesperson great?October 2, 2023 at 4:00 AMWhat makes a salesperson great in the eyes of their prospect or customer? One who does not rely on assumptions! Easy to say, but hard to do! Dictionar... -
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Are your forecasts believable?September 25, 2023 at 4:00 AMDo deals on your forecast keep sliding from one month to the next? Are you the salesperson who cried wolf? Remember Aesop's Fable, The Boy Who Cr... -
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How hard is it for customers to buy from you?September 18, 2023 at 4:00 AMHave you ever felt you presented the perfect solution for a client, and they still would not buy? Frustrating, isn't it? Many of us need to pay m... -
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Do you ever feel tension when closing?September 12, 2023 at 4:00 AMResearch says that over 40% of salespeople feel apprehensive about closing. It is one of the main reasons salespeople resist closing, and for good rea... -
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Listen!September 5, 2023 at 4:00 AMIf you rearrange the letters in listen, you get silent. It is impossible to listen if you are talking. Tips to improve listening:Realize it takes work... -
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Sales BlasphemyAugust 28, 2023 at 4:00 AMDo you know Sales Concepts has a podcast? We call it Sales Blasphemy. We take the usual ideas about selling and turn them inside out. Some of the epis... -
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Who is the real competition?August 21, 2023 at 4:00 AMWho is your competition? Are you thinking of companies that sell products or services similar to yours? Yes, that is your competition. But are there o... -
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Why do people buy? It's not just about needs!August 14, 2023 at 4:00 AMWhy do people buy? The typical answer is that they have a need. Is it that simple? Have you ever bought something you didn’t need? Maybe even today! W... -
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People don't buy your products and services.August 7, 2023 at 4:00 AMThey 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... -
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Now is the time to prospect for 2024.July 31, 2023 at 4:00 AMNow 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... -
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How well do you connect?July 24, 2023 at 4:00 AMWhat 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 ... -
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All questions are not equal.July 17, 2023 at 4:00 AMYou 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...
