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Thoughts and Ideas from Sales Concepts

  • 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...
  • Here is a holiday present for you!
    December 19, 2022 at 6:00 AM
    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?
    December 12, 2022 at 1:00 PM
    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...
  • What Motivates You?
    December 5, 2022 at 1:00 PM
    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...
  • The Benefits of Curiosity
    November 28, 2022 at 12:00 PM
    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...
  • The great salespeople are grateful.
    November 21, 2022 at 12:00 PM
    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 ...
  • Calling on accounts is like riding a bike.
    November 14, 2022 at 12:00 PM
    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...
  • Do you fear prospecting?
    November 7, 2022 at 12:00 PM
    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...
  • What's the secret to connecting with customers?
    October 31, 2022 at 11:00 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...
  • What traits do your customers want in a salesperson?
    October 24, 2022 at 11:00 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, 2022 at 11:00 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...
  • Why don't salespeople do this?
    October 10, 2022 at 7:00 AM
    Things you do for yourself that enhance your life:ExerciseEat a healthy dietLive within your meansGet plenty of sleepForecastWait, what? Forecast? How...
  • What is both free and priceless?
    October 3, 2022 at 11:00 AM
    Here are some riddles that apply to all of us:My value is more significant than you think, but if you lose me, I'm gone forever.I am easy to wast...
  • We know we should not rely on assumptions, but.
    September 26, 2022 at 11:00 AM
    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 ...
  • The Benefits of a Business Case
    September 19, 2022 at 7:00 AM
    Most salespeople focus on what their products and services are. Successful salespeople focus on what their products and services do, encouraging custo...
  • 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 do...
  • 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 mo...

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