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!
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...
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...
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...
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&...
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...
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 buisness.
March 3, 2025at5:00 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...
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 ...
“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, 2025at5:00 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...
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...
Many people desire to be in positions of leadership. However, they may not understand the concept of servant leadership. The most effective leaders do...
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...
Research shows prospecting is the most challenging activity for salespeople. Why? Salespeople shared the following reasons with us:It just doesn’t wor...
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?...
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...
Many salespeople have come to accept certain myths as though they are truths. These salespeople needlessly limit themselves by buying into ideas that ...
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...
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...
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...
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...
We often ask this question when working with sales teams. Salespeople and sales managers typically respond with words like ambition, persistence, driv...
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...
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...
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...
One of the most essential skills a successful salesperson can have is the ability to listen. Unfortunately, the average person listens with an effecti...
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...
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...
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 ...
Most salespeople will encounter this objection at least once in their career. Successful salespeople compare this objection to a tell in poker. Accord...
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 feel when you run into resistance? You may experience resistance from a prospect or customer who has objections to your product or service...
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...
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...
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...
What makes them different?In our past Friday morning workshop, we discussed what makes salespeople great. One participant said that a great salesperso...
What is the public’s perception of salespeople? Ever tell people you sell for a living? How do they respond? If we were to interview people on a busy ...