Category: Sales Coaching

Every sales rep appreciates winning a big order from a key customer; but it’s rarely appropriate for him or her to say so to the customer.  Saying ‘Thank you for your business’ is bush league, and can significantly weaken your position.

Top performing sales executives recognize that customers buy their solutions because to do so makes good business sense for the customer’s organization.

“Find a job you love and you’ll never work a day in your life.”

                                              – Confucious

This truism is a powerful leadership and motivational tool that is underleveraged by most sales leaders.

We’ve all heard the buzzwords, “Creating Work/Life Balance,” but we usually think of the concept in terms of our own situation, not others around us or others who’s hard work we depend upon for our own success.

Listen to this training call with Scott and Noelle Kim with her team of Advisors at World Financial Group (Aegon) to discover the secrets of selling like a pro.  Developing long-term successful client relationships is much the same whether selling individual services to consumers or selling multi-million dollar capital equipment to industrial process facilities.

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Last week I introduced the very important concept of Peer-to-Peer (P2P) Sales Coaching in my post entitled Best Practices in B2B Sales Leadership | Peer To Peer Sales Coaching. I promised some examples.  First, though, let me reiterate the …

There’s a lot of talk about “closing” in sales, and yesterday I read an article that compelled me to write this post. The article, simply entitled Closing Techniques, really put the “slam” on the concept of “closing”.

The article I read stated that “closing techniques are an outmoded form of psychological manipulation…”

Several people have asked me recently, “How do I prevent a competitor from undercutting me, or otherwise influencing my customer to go with the competition?”

The scenario typically goes something like this:
“I just had a great visit with a prospect, and he really seems excited about the project we discussed.  I think he’s going to go with it, but what if  a competitor convinces him that their solution is better?”
My question to them is, “Which of the following 6 key strategies have you implemented to competitor proof yourself?”