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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!
Our Blog
Thoughts and Ideas from Sales Concepts
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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... -
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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... -
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How do you differentiate yourself?June 20, 2023 at 4:00 AMHave 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... -
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Time management is impossible.June 12, 2023 at 4:00 AMThe 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... -
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Closing is a process, not an event.June 5, 2023 at 4:00 AMDuring 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... -
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Four compelling reasons to sell with a business case.May 30, 2023 at 4:00 AMWhy create and sell with a business case? Preparing and delivering a business case for your customers or prospects has many benefits: It builds credi... -
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What does your forecast tell you?May 22, 2023 at 4:00 AMWhat 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... -
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Sorry. I did not have time.May 15, 2023 at 4:00 AMWe 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... -
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What is the toughest objection you encounter?May 8, 2023 at 4:00 AMJohn Maxwell, author and founder of the John Maxwell Leadership Foundation, said, "People may hear your words, but they feel your attitude."... -
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Command attention delivering a presentation.May 1, 2023 at 4:00 AMHere are six key questions to answer when presenting a business case to help you win and keep attention throughout your presentation. A compelling pre... -
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What does bowling have to do with selling?April 24, 2023 at 4:00 AMQuite 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... -
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You should welcome objections!April 17, 2023 at 4:00 AMObjections often make salespeople sweat! Objections are any concern of a prospect or customer, either stated or not, that can keep you from closing th... -
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Would you buy from you?April 10, 2023 at 4:00 AMFor over 43 years, Sales Concepts has trained people who work with customers and their managers. In many of our programs, salespeople practice selling... -
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What could you learn from a rookie salesperson?April 3, 2023 at 4:00 AMOne common objection from sales managers for not training their salespeople is that our people are experienced. When athletes are good enough to becom... -
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Why don't we ask better questions?March 27, 2023 at 4:00 AMChildren 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... -
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Would you discuss your investment portfolio with your child's teacher?March 20, 2023 at 4:00 AMWould you talk to your child’s teacher about maintaining your yard? How about discussing your financial portfolio with your internist or medical issue... -
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Selling is not a dirty word.March 13, 2023 at 4:00 AMHave you ever thought about the reputation the public holds of salespeople? When you do, what comes to mind? Is it less than flattering? Unfortunately... -
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It's a Forecast, not a Chorecast!March 6, 2023 at 5:00 AMDo 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... -
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What are the traits of effective salespeople?February 27, 2023 at 5:00 AMThe American Counseling Association (ACA)created the list below of characteristics that make an effective therapist. Successful salespeople know that ... -
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What power do you have in a negotiation?February 20, 2023 at 12:00 PMIf 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... -
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Forecasting is not just another report!February 13, 2023 at 12:00 PMHave 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... -
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What is closing?February 6, 2023 at 12:00 PMA 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... -
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What happens when you don't have time?January 30, 2023 at 12:00 PMWhat 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... -
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The Difference Between Leading and ManagingJanuary 23, 2023 at 12:00 PMFor many salespeople, January is the start of something new. The numbers reset to zero, with twelve months to reach the new goal. Management develops ... -
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Ever work with customers who mainly care about money?January 17, 2023 at 1:00 PMThink 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... -
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Why do your customers buy?January 9, 2023 at 1:00 PMSalespeople 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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Here is a holiday present for you!December 19, 2022 at 6:00 AMSuccessful salespeople understand they must ask questions to help prospects and customers overcome the biggest killer of all sales: FUD (Fear, Uncerta... -
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Want to be a better listener?December 12, 2022 at 1:00 PMWant 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... -
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What Motivates You?December 5, 2022 at 1:00 PMWhen 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... -
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The Benefits of CuriosityNovember 28, 2022 at 12:00 PMThere are numerous studies regarding the importance of curiosity. These studies reinforce that the more curious a child is, the more they learn. If yo... -
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The great salespeople are grateful.November 21, 2022 at 12:00 PMIt'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 ... -
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Calling on accounts is like riding a bike.November 14, 2022 at 12:00 PMWould 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... -
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Do you fear prospecting?November 7, 2022 at 12:00 PMWhy 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... -
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What's the secret to connecting with customers?October 31, 2022 at 11:00 AMWe 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... -
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What traits do your customers want in a salesperson?October 24, 2022 at 11:00 AMWhat traits make a superior salesperson? We often ask this question of salespeople and managers and hear many of the following adjectives:OutgoingDriv... -
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The main thing we learn from history is that we do not learn.October 17, 2022 at 11:00 AMWhat 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... -
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Why don't salespeople do this?October 10, 2022 at 7:00 AMThings you do for yourself that enhance your life:ExerciseEat a healthy dietLive within your meansGet plenty of sleepForecastWait, what? Forecast? How... -
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What is both free and priceless?October 3, 2022 at 11:00 AMHere 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... -
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We know we should not rely on assumptions, but.September 26, 2022 at 11:00 AMFor most salespeople, the longer they sell, the better they get. However, there is one area where experience and longevity can work against us. Those ... -
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The Benefits of a Business CaseSeptember 19, 2022 at 7:00 AMMost salespeople focus on what their products and services are. Successful salespeople focus on what their products and services do, encouraging custo... -
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The Secret, Effective Leaders KnowSeptember 12, 2022 at 11:00 AMMany people desire to be in positions of leadership. However, they may not understand the concept of servant leadership. The most effective leaders do... -
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Accelerate The Sales ProcessSeptember 5, 2022 at 11:00 AMPeople 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... -
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Listening: A Salesperson's SuperpowerAugust 29, 2022 at 4:00 AMYou 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... -
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Do you ask enough insightful questions?August 22, 2022 at 11:00 AMMost salespeople are good at asking questions to send a quote or what their manager may ask during a pipeline call. Successful salespeople dig deeper.... -
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Are you a good listener?August 15, 2022 at 11:00 AMWhat would your prospects and customers say about your listening skills? What about your co-workers? What about your family? Listening is more than mo...
