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Urgency Based Selling

From – 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 How to Motivate a Sales Team – achieve emotional intoxication

January 31, 2019

In this article, we explore how to motivate a sales team through emotional intoxication.′    

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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 […]

Read More Not Enough First Appointments? Combine Strong Selling With Content Marketing

June 3, 2018

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 […]

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Secure More First Meetings

May 7, 2018

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 […]

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An Introduction to Urgency Based Selling

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