Tag Archives: sales training

When sales people do this one thing it guarantees more closed deals.

In sales, and in my sales training workshops, I have always reminded people of this one simple fact of sales:  When a buyer seeks to buy something, they will make the purchase when the value of whatever the solution (thing, … Continue reading

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6 Things Sales People can Learn from Donald Trump

If you are a republican you might really like this post.  If you are a democrat the chances are you aren’t going to like this post or what is in it.  I want to challenge you regardless of which way … Continue reading

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Challenger Sale; Taking Control of the Customer Conversation; notes

Matthew Dixon and Brent Adamson have written a sales book that really challenges the status quo and gets you thinking differently about top performing sales reps.  The title of the book, The Challenger Sale; Taking Control of the Customer Conversation … Continue reading

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HOT BUTTON MARKETING; book summary

Hot Button Marketing “Push the Emotional Buttons that get People to Buy.”  This is the ninth book I have read this year on sales and marketing.  What I liked most about this book is that it really gave a lot … Continue reading

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It is a feeling

Value is a feeling not an actual number or calculation.  Since value is a feeling and not something that is actually tangible, can you create value or perceived value for something?  The answer to this is simple, YES.  YES you … Continue reading

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3 step process to resolve objections

In almost all sales classes I teach and every time I meet a new sales person, they always love to talk to me about additional training on how to resolve objections.  I guess it should technically be my one of … Continue reading

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Your responsibility as a salesperson

Last night, I had one of those AHA moments.  If you don’t know what that is, it is when you say, wow I really didn’t understand or know that until just now.  The AHA moment for me when I was … Continue reading

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6 ways to gain cooperation today

Build better rapport and relationships with your colleagues, sales prospects, subordinates, boss, and even your children today by doing the following. Listen more than you talk. When you do talk ask more questions. Focus on what you can do for … Continue reading

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Don’t be an incompetent

My goal in my Sales Class courses is really two-fold:  First and foremost is to teach the class participants how professionals use a process to make sales.  Amateurs wing it and professionals have a process and they know why they … Continue reading

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Genuine Appreciation

Most of you who read this blog know that I am certified trainer through Dale Carnegie Training.  Dale Carnegie is 102 year old training company founded by Dale Carnegie and the foundations of all of the training courses are centered … Continue reading

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