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Blog Archives

Customer Surveys That Work

Our sales training clients in Vancouver, Calgary and Edmonton are continually asking their customers for feedback on the experience of dealing with them.  No doubt, every company wants to know how they can improve the customer experience.  Here’s how to get a high completion rate on your surveys with the answer to the most important question – will you recommend us? read more

Hi, I’m Your New Salesperson!

Many of our sales training clients in Edmonton, Calgary and Vancouver are faced with similar challenges.  One of the most frustrating is the constant turnover of Salespeople, particularly with newer employees.  The revolving door of a Sales Department is a huge issue for the company, its clients and the newest hire who gets to make the phone call – “Hi, I’m your new Salesperson!”.   Not being prepared for this call can easily make you feel like a fool.   You are being blindsided by a client who is taking you to task for past issues that occurred before you started.  Here’s the best way to handle those calls. read more

Five Steps to Master Cold Calling

One of my sales training clients in Vancouver feels his Salespeople are not making the necessary commitment to cold calling.  I have yet to witness a Sales Team that honestly claimed they exceeded their company’s expectations and were experts at reaching out to start new buying relationships.  Stop procrastinating and start making cold calling one of your great strengths with these Five Steps. read more

I’m Just Looking, Thanks

My Sales Training travels took me to Edmonton and Fort McMurray, Alberta last week.  They gave me the opportunity to reflect on the most typical reaction retail customers have when asked the standard question “How can I help you today?” Here’s the best way to deal with that response. read more

Who owns the account? The Company or the Salesperson?

This is always a controversial subject between Salespeople and Managers.  Both sides tend to have their own opinion and the debate can get heated and emotional.  After being on both sides of desk for many years, here’s the best explanation toward a clear understanding and consensus. read more

One Sale Equals Two Purchases

Every Salesperson wants to make a sale – as many as possible, over and over again.  We live for it and are measured by our ability to convince buyers and decision makers to agree to do business with us.  Consider that when you make one sale, you have actually sold two products. read more

The Best Clients Give You The Most Sales

We have come to a realization.  For the past three years, our company has offered sales training and sales consulting services across British Columbia, Alberta and Saskatchewan.  We have worked with many clients, all in different business categories – agriculture, media, advertising and marketing, oil and gas supply, product distribution, manufacturing and hospitality.  Despite the diversity, our efforts have brought us to a common sales and business realization.  It’s probably one that you as a Professional Salesperson, or your business, is experiencing. read more

Help! My Client is EMOTIONAL!

A Group Sales Training Workshop on Vancouver Island is the source of this edition of  THE PROSALESGUY BLOG.  Have you ever had a client flip out over an issue that you had no control over?  Here’s the best way to handle it. read more

Engagement – The Key To Making the Sale

This week’s PROSALESGUY BLOG is an excerpt from my upcoming book “Shut up! Stop Selling and Start Making Money.” Stay subscribed to the BLOG to receive notice of its release date this Summer.

In all types of sales, the face-to-face appointment is crucial. This is where you will engage the client and if successful, get the same in return. The engagement phase is equally important whether you sell professional services to businesses or consumer goods to the public. It’s important whether you visit your prospects in their home or business or they come to you. Whatever you’re selling, you need to engage your customers in a way that makes them want to do business with you. read more

I Have No Money!

No matter what you sell to decision makers, you have heard the phrase – I have no money, my budget is spent!  Business expert William Best said it best – A budget tells us what we can’t afford.  It doesn’t keep us from buying it.  How do you best deal with buyers who say they have no money? read more

How To Get Great Client Testimonials

testimonials

Ever have a tough time getting a client to give you a great written testimonial?  Here’s a sure fire way to get something that is better, painless and creative…

 

Why won’t they do it?

All Salespeople and business owners agree – getting great testimonials is very useful in many ways. Your company might post them on its website. No doubt, smart salespeople love to have them on hand in an effort to convince potential customers to become buyers. A strong endorsement from a well-known decision maker or influential company can be powerful. While it seems easy to get your clients to verbally endorse you, getting something on paper is tough. It takes time for someone to get their thoughts down to written words. Many of your clients aren’t writers. I even had a client who once told me that no matter what she created, she wasn’t happy with it. read more