Category Archives: Sales Training

Short, immediately useful tools to help you help you tell your truth more effectively to your clients.

Sales Call Checklist Module Seven-Stories

Individual people respond to stories about individuals. Read the book Made to Stick. The authors are Dan and Chip Heath. They tell a story of two different add campaigns soliciting donations of food for starving people in Africa. One solicitation gave horrible statistics about literally hundreds of thousands of deaths. The other spoke of the suffering of one particular seven-year old girl. The individual story about the individual girl’s suffering out performed the overwhelming statistics by far. Continue reading

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Distorted Thinking Hurts Your Sales

Have you ever gotten out of bed completely down because you had to face something?  Maybe you knew that you were going to have an uncomfortable conversation with your boss or coworker.  The idea of facing rejection on all of … Continue reading

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Pre-Sales Checklist. Module Six-Preparing for Objections

More on preparing for sales calls. OBJECTIONS: As I said before, one of the best ways to prevent objections is to think about them before they come up and create a series of qualifying questions that answer them.  Many objections … Continue reading

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Objections: Re-sell a client after you made a mistake

How to re-sell a customer you lost when you made a mistake.  Good luck!  Making a mistake with a customer and losing someone’s business and then earning it back is a great experience. The mistake you made with this customer … Continue reading

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Pre-Sales Checklist Part 5. More on Questions

We know that being prepared improves any performance.  You wouldn’t dream of getting up on stage without practice or preparation.  You wouldn’t think of trying to take a test without preparing for it.  Are those things as important as putting … Continue reading

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Sales Checklist Part Four: Know What Questions To Ask

You are always more effective and efficient when you are prepared.  This series of articles will give you a physical checklist to use before each sales call that will make you much more successful.   How much more successful? You will … Continue reading

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Pre Sales Call Checklist Part Three Practice and Rehearse

You are always more effective and efficient when you are prepared.  This White Paper will give you a physical checklist to use before each sales call that will make you much more successful.   How much more successful? You will see … Continue reading

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Pre Sales Checklist Part Two: Warm Up

You are always more effective and efficient when you are prepared.  This White Paper will give you a physical checklist to use before each sales call that will make you much more successful. You will see a minimum increase of … Continue reading

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Pre-Sales Call Checklist Part One

You are always more effective and efficient when you are prepared.  This series of articles will give you a give you a physical checklist to use before each sales call that will make you much more successful.   How much more … Continue reading

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How Long Should I Try a New Sales Approach?

How long do you keep slogging away at a new approach, or in a new market, or with a new product or with a new service before you give up or move on?  Good question! I won’t try to teach … Continue reading

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