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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 […]
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 […]
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′
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 […]
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
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 […]
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 […]
Many of us embrace content marketing, providing knowledge to improve prospects’ well-being and demonstrate our expertise and mastery. Unfortunately, all too many content readers are content consumers only. They don’t want to be prospects, they don’t want to be sold to. They appreciate your agreeing to be an “unpaid consultant.” You know they are content consumers […]
Are you getting enough first sales meetings? Learn practical techniques to open more doors, including: Bold vision, bold behavior Special, practical techniques which generate a response Addressing prospect risk aversion. We need special approaches since typically no more than 5-20% of prospects in most markets are in search mode – looking for a […]
The magic moment of access is: when meet the client’s need, the client confirms they are happy and have no other needs. This is the magic moment of access, when we might just “break the pigeon-hole”. To learn more, please click here.