Veteran salespeople realize that our first appointment (qualifying) rarely goes to plan. Even if we have every question prepared in our minds, or on paper, the prospect will likely be able to share something with us that we didn’t expect. Perhaps an unexpected participant, a previous bad experience, etc. We may hear something like: We [...]

This is a tough task, however it can be very worthwhile. However, when we hear the road no, we should be cautious not to examine it too long for fear that our outlook becomes too negative. Some top professionals spend little to no time analyzing why the customer said no for this very reason. Which [...]

Go Out and Sell Something! Workshop Series Presents – Sales and Negotiation Strategies and Building a Winning Sales Team – Recession-Proof Strategies. This 4-hour workshop is designed to help equip you with the information and tools necessary to increase your sales and build a winning sales team. Also available individually in 2 sessions.

Have you hit the proverbial wall in your sales even after increasing the amount of presentations you make? If so, I would highly suggest to examine your sales process particularly in the area of closing. Assuming your presentations are with qualified prospects, addressing the area of closing can bring very positive results. The consultative selling [...]

If you have closed at least one sale, the short answer is NOW! Whether you decide to hire or contract with someone to help you, you should start preparing now. Although you may have not formally created a sales department, you ARE the sales department if you have attempted to persuade someone to buy your product or service. So since you have probably already made an attempt at this point, let’s talk about some things you should do in order to prepare for the day when you will be ready for expansion growth