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Thoughts and Ideas from Sales Concepts

  • Compelling Presentations Accelerate the Sales Process.
    July 28, 2025 at 4:00 AM
    As sales professionals, we are under constant pressure to close deals more quickly without compromising quality or credibility. One often-overlooked a...
  • The skill that defuses hesitation throughout the sales process.
    July 21, 2025 at 4:00 AM
    When a prospect says, "I'm not interested," many salespeople immediately shift into convince-and-conquer mode. But emotional resistance...
  • De-Risking the Deal
    Identify and Overcome Perceived Risk Across Buying Influences
    July 14, 2025 at 4:00 AM
    In complex B2B sales, especially those involving large capital equipment or high-stakes services, your prospects do not make decisions in a vacuum. In...
  • The Salesperson's Bill of Rights II
    July 7, 2025 at 4:00 AM
    Last week, as a way to celebrate our 249th Independence Day in the United States, we created and shared the first half of what we call The Salesperson...
  • The Salesperson's Bill of Rights I
    June 30, 2025 at 4:00 AM
    This week, here in the United States, we celebrate our 249th Independence Day! We also celebrate our Constitution, our Bill of Rights, and the free en...
  • AI Tools for Salespeople, Friend or Foe?
    June 23, 2025 at 4:00 AM
    As a sales professional, you have likely noticed the growing buzz around AI tools. From ChatGPT to meeting transcription software, artificial intellig...
  • Stop Pitching, Start Listening: The Secret to Learning What Customers Really Want
    June 16, 2025 at 4:00 AM
    Most salespeople often work on crafting the perfect pitch, overcoming objections, or closing the deal, and I used to be one of them. However, my selli...
  • Questions are the building blocks of success.
    June 9, 2025 at 4:00 AM
    In the world of selling, success does not come from talking. It comes from listening. At the heart of effective listening is the ability to ask the ri...
  • Successful Salespeople Adapt to Different Types of Customers
    June 2, 2025 at 4:00 AM
    Successful salespeople build genuine connections with their customers. But connecting with customers isn’t a one-size-fits-all task. It requires the a...
  • How Much Elevator Do You Need?
    May 19, 2025 at 4:00 AM
    Most salespeople can talk forever about their product, service, company, features, etc. I suspect some of us believe that if we talk long enough, the ...
  • What is your selling handicap?
    May 12, 2025 at 4:00 AM
    When you ask people about their golf handicaps, what they say may depend quite a bit on who's asking and when the next outing is. Sometimes golfe...
  • If you think it is expensive to hire a successful salesperson, try hiring a mediocre one.
    May 5, 2025 at 4:00 AM
    Here are some ways successful salespeople are different from mediocre ones. Successful salespeople ask questions.Mediocre salespeople talk too much a...
  • Why would salespeople need leadership training?
    April 28, 2025 at 4:00 AM
    One of my clients shocked me the other day when I mentioned our upcoming Leading A Team course this June. He told me his managers are well-trained reg...
  • Strike 8, You're out!
    April 21, 2025 at 4:00 AM
    How would baseball be different if it took eight strikes to strike out a batter? Would the game ever end? Maybe not. Think about it. It would be almos...
  • Are you missing opportunities?
    April 14, 2025 at 4:00 AM
    Do you treat everyone you work with on a sales call the same? When introducing yourself to a prospect or new customer, do you leave the same message f...
  • The Sales Manager's Dilemma
    April 7, 2025 at 4:00 AM
    Salespeople report to you. Some are new. Some are seasoned. Some are struggling, some do well, and some need help. You have a training budget, but it&...
  • 6 Key Elements of Closing The Sales - Part 2
    March 31, 2025 at 4:00 AM
    In our previous message, we discussed how closing a deal is the culmination of events over time, not the answer to a magical, well-placed "Are yo...
  • 6 Key Elements of Closing The Sales
    March 24, 2025 at 4:00 AM
    At Sales Concepts, we deal with hundreds of sales managers throughout the year. So naturally, the topic foremost on their mind is closing the sale. Se...
  • Is forecasting a waste of time?
    March 17, 2025 at 4:00 AM
    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, ...
  • Closing is more than just asking for the business.
    March 3, 2025 at 5:00 AM
    Closing is one of the most challenging parts of the sales process for many salespeople. Often, salespeople conclude an excellent presentation for a cl...
  • Do you see what your cusotmers see?
    February 24, 2025 at 5:00 AM
    Have you ever caught a glimpse of yourself in a mirror and wondered, "Do I really look like that?" Maybe you saw a photo of yourself and tho...
  • How to respond to objections
    February 10, 2025 at 5:00 AM
    Anyone selling for any length of time knows they will encounter objections. Some are harder to deal with than others. At Sales Concepts, we define an ...
  • "Want to sell more? Be quiet!"
    February 3, 2025 at 5:00 AM
    Fred Rogers is famous for the children's show Mr. Rogers' Neighborhood, which aired on PBS from 1968 to 2001. His objective was to use telev...
  • "Thanks! Great Presentation."
    January 27, 2025 at 5:00 AM
    “Great Presentation!” These could be the worst words you can hear after your sales presentation! Another horrible response for a presenter might be, “...
  • Have you ever overreacted to something with a customer?
    January 13, 2025 at 5:00 AM
    One of the most effective ways to deal with customer objections is to listen, empathize, and ask questions. However, we have found that, among the tho...
  • Ready or Not, 2025 is Underway!
    January 6, 2025 at 5:00 AM
    We are already a week into 2025, a new year. For most of us, our numbers revert to zero. Have they come to you with a higher quota this year? Did they...
  • The Secret Effective Leaders Know
    December 16, 2024 at 5:00 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...
  • Can you listen and talk at the same time?
    December 9, 2024 at 5:00 AM
    It isn't easy to do two things simultaneously. Try patting your head and rubbing your stomach at the same time. It is difficult for most of us to...
  • The best salespeople ask the best questions.
    December 2, 2024 at 5:00 AM
    An idiom is an expression that typically presents a figurative, non-literal meaning attached to the phrase. For example, when you say, I quit cold tur...
  • The Great Salespeople are Grateful.
    November 25, 2024 at 5:00 AM
    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 ...
  • Why don't salespeople prospect?
    November 18, 2024 at 5:00 AM
    Research shows prospecting is the most challenging activity for salespeople. Why? Salespeople shared the following reasons with us:It just doesn’t wor...
  • Selling does not work!
    November 11, 2024 at 5:00 AM
    Okay, we wrote that subject line to get you to open this email. Of course, selling works, but only when done correctly! So, how do we do it correctly?...
  • What is more scary than a monster?
    November 4, 2024 at 5:00 AM
    This past week, a large part of the world celebrated Halloween. It is that spooky time of year when we dress up as ghosts, goblins, ghouls, zombies, o...
  • 8 Myths of Selling Debunked!
    October 28, 2024 at 4:00 AM
    Many salespeople have come to accept certain myths as though they are truths. These salespeople needlessly limit themselves by buying into ideas that ...
  • It's not just about your customer!
    It's about your customer's customers...
    October 21, 2024 at 4:00 AM
    Here's an easy quiz for you. Do it quickly. It's not complicated. List five of your most significant customers. If you are like most of us, ...
  • LinkedIn is a waste of time.
    October 14, 2024 at 4:00 AM
    LinkedIn is a waste of time. It does not work. Even in 2024, we still have people in our programs who believe this. The problem is, they are right. L...
  • Control your destiny with proactive prospecting.
    October 7, 2024 at 4:00 AM
    One of the most intriguing things we do here at Sales Concepts is work with many different sales executives in diverse industries. A trend seems to be...
  • The biggest obstacle to closing business.
    September 30, 2024 at 4:00 AM
    It’s Friday night, and you are finally home after you have worked hard all day. It has been a long week. You decide to cook meatloaf for dinner. You p...
  • People like to buy from people they like.
    September 23, 2024 at 4:00 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...
  • Why do business cases fail?
    September 16, 2024 at 4:00 AM
    In selling, business cases don't work! Wait! What? Okay, let's expand on that. In selling, improperly delivered business cases don't wo...
  • What makes a salesperson great?
    September 9, 2024 at 4:00 AM
    We often ask this question when working with sales teams. Salespeople and sales managers typically respond with words like ambition, persistence, driv...
  • When is your next trade show?
    August 26, 2024 at 4:00 AM
    Trade show attendance in the United States peaked in 2015 and leveled off until COVID-19. Then it fell by over 92%. However, trade show attendance was...
  • Differentiate yourself. Set winning goals.
    August 12, 2024 at 4:00 AM
    One of the main differences between successful salespeople and those who struggle is how they use their time. According to Inc. Magazine, only 8% of b...
  • Closing does not just happen.
    August 5, 2024 at 4:00 AM
    Throughout our programs, we often examine why salespeople fail to close. The reasons are numerous. However, one of the most prevalent reasons is the f...
  • 20 Ways to become a better listener.
    July 29, 2024 at 4:00 AM
    One of the most essential skills a successful salesperson can have is the ability to listen. Unfortunately, the average person listens with an effecti...
  • Do your customers know how to sell?
    July 22, 2024 at 4:00 AM
    If you are like me, you may sometimes find yourself working with a customer or prospect who can not approve or decide to buy. We know we need to invol...
  • What does an influential leader look like?
    July 15, 2024 at 4:00 AM
    The other day, I saw four boys riding their bikes. Two looked to be about 14, and two were close to nine. They had just crossed a busy street and stop...
  • Negotiating is about value, not money.
    July 8, 2024 at 4:00 AM
    When you negotiate solely on price, you have already lost. Price negotiations only end in two undesirable ways: you lose your margin, or the customer ...
  • Can you match their price?
    July 1, 2024 at 4:00 AM
    Most salespeople will encounter this objection at least once in their career. Successful salespeople compare this objection to a tell in poker. Accord...
  • Are you losing track of customers?
    June 17, 2024 at 4:00 AM
    Even 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 ...
  • How do you react when you encouter resistance?
    June 17, 2024 at 4:00 AM
    How 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...
  • Do you speak the language of the C-Suite?
    June 10, 2024 at 4:00 AM
    If 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 AM
    The 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...
  • 3xy = success
    May 20, 2024 at 4:00 AM
    What does 3xy mean in the world? Keep reading, and we will explain. Sales Concepts was founded in 1980, and since then, we have been helping people wh...
  • Are all CEO's the same?
    May 13, 2024 at 4:00 AM
    What makes them different?In our past Friday morning workshop, we discussed what makes salespeople great. One participant said that a great salesperso...