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Thoughts and Ideas from Sales Concepts

  • Tips for better listening.
    January 8, 2024 at 5:00 AM
    One 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...
  • My prospect answered the phone! Now what?
    December 18, 2023 at 5:00 AM
    Occasionally, we hear from salespeople regarding their day-to-day sales activities. Here is one I have permission to share:"I just made the worst...
  • Words of Wisdom
    December 11, 2023 at 5:00 AM
    Below are quotes that our team believes are powerful.We hope they resonate with you.Companies pay to have their problems solved.Sanjit BiswasOur world...
  • A note to your inner salesperson: experience doesn't (necessarily) make you better!
    December 4, 2023 at 5:00 AM
    We provide training for people who work with customers. Be it selling, customer service, leadership, emotional intelligence, or many other capacities....
  • Start a fire in the hearts and minds of your prospects.
    November 27, 2023 at 5:00 AM
    I 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 ...
  • One trait that separates success from mediocrity.
    November 20, 2023 at 5:00 AM
    Since 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...
  • Are you unintentionally frustrating your customers?
    November 13, 2023 at 5:00 AM
    When 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...
  • Are you getting the most out of LinkedIn?
    November 6, 2023 at 5:00 AM
    Are you getting the most out of LinkedIn? Are you using LinkedIn to differentiate yourself from your competitors? Sales Concepts offers a one-hour wo...
  • Cold calling still works when done correctly.
    October 30, 2023 at 4:00 AM
    A trendy opinion is that cold-calling is no longer necessary or effective with social media, AI, and abundant Internet resources. At Sales Concepts, ...
  • You don't mange time. You manage priorities.
    October 23, 2023 at 4:00 AM
    Happy 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...
  • The best salespeople are bilingual.
    October 16, 2023 at 4:00 AM
    How 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...
  • How much does it cost?
    October 9, 2023 at 4:00 AM
    What is the price?How does a salesperson answer their prospect or customer's question, and how does that answer affect the relationship?Some trai...
  • What makes a salesperson great?
    October 2, 2023 at 4:00 AM
    What 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...
  • Are your forecasts believable?
    September 25, 2023 at 4:00 AM
    Do 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...
  • How hard is it for customers to buy from you?
    September 18, 2023 at 4:00 AM
    Have 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...
  • Do you ever feel tension when closing?
    September 12, 2023 at 4:00 AM
    Research says that over 40% of salespeople feel apprehensive about closing. It is one of the main reasons salespeople resist closing, and for good rea...
  • Listen!
    September 5, 2023 at 4:00 AM
    If 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...
  • Sales Blasphemy
    August 28, 2023 at 4:00 AM
    Do 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...
  • Who is the real competition?
    August 21, 2023 at 4:00 AM
    Who 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...
  • Why do people buy? It's not just about needs!
    August 14, 2023 at 4:00 AM
    Why 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...
  • People don't buy your products and services.
    August 7, 2023 at 4:00 AM
    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 to prospect for 2024.
    July 31, 2023 at 4:00 AM
    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...
  • How well do you connect?
    July 24, 2023 at 4:00 AM
    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 ...
  • All questions are not equal.
    July 17, 2023 at 4:00 AM
    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...
  • Thanks! Great Presentation.
    June 26, 2023 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 afte...
  • How do you differentiate yourself?
    June 20, 2023 at 4:00 AM
    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...
  • Time management is impossible.
    June 12, 2023 at 4:00 AM
    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...
  • Closing is a process, not an event.
    June 5, 2023 at 4:00 AM
    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, 2023 at 4:00 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 does your forecast tell you?
    May 22, 2023 at 4:00 AM
    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...
  • Sorry. I did not have time.
    May 15, 2023 at 4:00 AM
    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...
  • What is the toughest objection you encounter?
    May 8, 2023 at 4:00 AM
    John Maxwell, author and founder of the John Maxwell Leadership Foundation, said, "People may hear your words, but they feel your attitude."...
  • Command attention delivering a presentation.
    May 1, 2023 at 4:00 AM
    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...
  • What does bowling have to do with selling?
    April 24, 2023 at 4:00 AM
    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...
  • You should welcome objections!
    April 17, 2023 at 4:00 AM
    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...
  • Would you buy from you?
    April 10, 2023 at 4:00 AM
    For over 43 years, Sales Concepts has trained people who work with customers and their managers. In many of our programs, salespeople practice selling...
  • What could you learn from a rookie salesperson?
    April 3, 2023 at 4:00 AM
    One common objection from sales managers for not training their salespeople is that our people are experienced. When athletes are good enough to becom...
  • Why don't we ask better questions?
    March 27, 2023 at 4:00 AM
    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, 2023 at 4:00 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...
  • Selling is not a dirty word.
    March 13, 2023 at 4:00 AM
    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...
  • It's a Forecast, not a Chorecast!
    March 6, 2023 at 5:00 AM
    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...
  • What are the traits of effective salespeople?
    February 27, 2023 at 5:00 AM
    The American Counseling Association (ACA)created the list below of characteristics that make an effective therapist. Successful salespeople know that ...
  • What power do you have in a negotiation?
    February 20, 2023 at 12:00 PM
    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...
  • Forecasting is not just another report!
    February 13, 2023 at 12:00 PM
    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...
  • What is closing?
    February 6, 2023 at 12:00 PM
    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 happens when you don't have time?
    January 30, 2023 at 12:00 PM
    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...
  • The Difference Between Leading and Managing
    January 23, 2023 at 12:00 PM
    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, 2023 at 1:00 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...
  • Why do your customers buy?
    January 9, 2023 at 1:00 PM
    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...

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