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Urgency Based Selling

The Salesperson as Poet

June 30, 2019

Great poets express ideas and emotions beyond our day-to-day capacity. These poets activate and connect us with a dormant part of our humanity, helping us grow and experience life on a higher plane. Great salespeople provide a similar function for their clients. Very often the prospect or client can’t articulate what she needs. Particularly for […]

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Radio and Podcast Interviews

April 19, 2019

1. Innovate Now – Scale Up with 16 Breakthrough Sales Techniques WSOU: Leadership with Darrell W. Gunter https://podcasts.apple.com/us/podcast/andy-gole-author-innovate-now-scale-up-16-breakthrough/id508534295?i=1000441881487     2. Innovate Now – Breakthrough Sales Techniques, POP! Innovate Now! – Breakthrough Sales Techniques 3.  Selling and Emotional Intoxication, with Sales Talent Agency in Canada: https://www.salestalentagency.com/great-sales-leaders-know-andy-gole/ 4.  Business Matters, with Karl Fitzpatrick, live on Irish […]

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From Forbes.com – Tell Powerful Stories

March 26, 2019

Powerful stories provide emotional reality and authenticity to our communication, developing trust. This is especially important for salespeople, as they can oftentimes be perceived as self-interested as opposed to advocating for the customer. This leads to skepticism. When illustrating the power of skepticism, I like to tell the story of the “Sunny Day Used Car.” […]

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Why Salespeople Fail – Not addressing Risk, in CERM ® RISK INSIGHTS

February 18, 2019

If you ask leaders “why do salespeople fail?”, you might receive answers like: They don’t make enough sales calls. They don’t make cold calls. They are afraid of rejection. They don’t ask for the order. They don’t challenge the prospect. Less frequently will hear the response: “they don’t address the prospect’s risk needs.” What does […]

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From Training Industry: The Diffusion of Innovation and Successful Sales Training Programs

February 10, 2019

From Training Industry The Diffusion of Innovation and Successful Sales Training Programs When we announce a new training program, particularly one calling for new behaviors, what response should we expect? Most people resist change; we like certainty, preferring the current position. According to Daniel Kahneman’s research, the average person needs a 2-to-1 perceived advantage when facing a […]

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In Forbes.com: How to Motivate a Sales Team – achieve emotional intoxication

January 31, 2019

In this Forbes.com article, we explore how to motivate a sales team through emotional intoxication. https://www.forbes.com/sites/forbescoachescouncil/2019/01/30/how-to-motivate-your-sales-team/#3f1356742df4′    

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When a salesperson doesn’t have time to present everything

September 6, 2018

When a salesperson doesn’t have time to present everything Elective vs. non-elective stops   Limited time on sales calls frequently challenges the sales team. They don’t have enough time to share the entire presentation. What can they do? Good planning for a “scheduled/confirmed” sales call is essential. Securing commitment to the time needed is a […]

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The Tale of 2 Non-compliant Salespeople

July 16, 2018

What do you do when two key salespeople are non-compliant?   To find out, please click here for the Training Industry essay,    A Tale of Two Non-compliant Salespeople:   A Tale of Two Non-Compliant Salespeople: Coaching For Change  

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Is Guilt Bottling Up Your Sales?

June 23, 2018

Are you hurting the organization, as well as the people you are protecting?   You might be bottling up sales and the organization’s future, because of guilt.   Liberate sales, liberate the organization.   We can help guide you through needed change, call us at 201-415-3447.            Click here for brief […]

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Pulling Up the Failing Salesperson – From Sales POP!

June 3, 2018

There are 4 phases to sales management evolution: 1) Chaos – no management 2) Primitive management – some reporting, some standards, often optional; Gallup poll management, every salesperson is unique, cater to the salesperson; no one fired. Take all orders, even (and sometimes especially) the unprofitable ones. 3) Strong management – consistent, fair, appropriate standards are established and […]

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An Introduction to Urgency Based Selling

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