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Preempting objections is an important strategy that most successful sales people apply. Often we will have several obejctions that come up about our product, service or company on a regular basis. There are also things that lose deals that prospects will not tell us they are worried about. Your assignment today is to listen to the podcast and t Read More

Beware of these customer questions. They can throw you off course! Read More

Are you playing sales chess or checkers? An interesting post on how to think about your sales strategy. Read More

Want to sell more? Dave Kahle explains how improving your listening skills and your questioning skills can be a win-win. Read More

Article highlighting the four key factors in gaining more and higher quality referrals. Read More

If you missed the last post, Compelling Argument Against Cold Calling, it is piece you have to read several times to take it all in. I think there are two key issues. The first is cold calling and the second is lead generation. I'll set the record straight. If you are in sales, cold calling isn't optional. It is a must— but, most organizations are Read More

Sometime a bit of truth injected into a conversation with a prospect can dramatically change the direction of the conversation. At times even in your favour. Usually you have little to lose. Read More

An interesting post discussing some of the psychological aspects of self defeating behavior, and how to get your salespeople to do the right thing. Valuable for managers. Read More

Today's focus is on listening. A big part of being good at all the steps in the sales process has to do with listening and being totally present. I have put together (in PDF format) a brief self-assessment on listening for you to complete. A big part of being a successful communicator is self-awareness. Take time during and after this assessment Read More