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!
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...
While speaking with a client the other day, I mentioned that Sales Concepts had provided sales and customer service training for over forty years. Aft...
Who are you most comfortable calling on within your accounts? Often salespeople are most comfortable working with the people in their accounts who are...
Customers value different aspects of companies, products, and services. No single item universally establishes value in the minds of customers and pro...
Research shows prospecting is the most challenging activity for salespeople. Why? Salespeople shared the following reasons with us:It just doesn’t wor...
Do you find yourself having to discount to win business?
July 11, 2022at11:00 AM
Do you find yourself having to discount to win business? What would a discount of 2% less mean to your business? That might not sound like much, and t...
In the song Time in a Bottle, Jim Croce sings, “But there never seems to be enough time to do the things you want to do once you find them.”Is he cor...
Do prospects or customers care whether they work with a well-trained salesperson? For example, if a prospect meets with your salesperson who has recei...
The following is a message from the president and founder of Sales Concepts, Don Sharp.After working in sales and sales management for over 45 years, ...
A quick game of semantics: Can you, as a manager, motivate your people or keep from demotivating them? We often feel it is our job as managers to fix ...
Have you ever heard the country song by Toby Keith, I Wanna Talk About Me?Have you ever been on a date and listened while others talked about themselv...
Salespeople and managers must master the ability to deal with customer objections confidently. Merriam-Webster defines the word objection as a reason ...
Have you ever asked a child what they want to be when they grow up and hear them say, I want to be a salesperson? Probably not! If you ask a current s...
Assumption: Something accepted as accurate without proof.Without proof - powerful words.All salespeople make assumptions, but what separates the most ...
Successful salespeople know that all of the different buying influences in a company determine whether a purchase will move forward, stall, or go to a...
The other day a coworker was talking about his lunch. He is counting calories and successfully losing weight. He complained about how you could not ea...
Are you a good listener? According to the International Listening Association, most think we are but are not. The average listening efficiency is abou...
We hope not! But you probably wouldn’t fish with a strawberry either, would you?The following is a poignant message from one of our training consultan...