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Blog Archives

Driving Sales With The Right Culture

While we expect Salespeople to drive sales, we encourage our sales training partners in Vancouver, Victoria, Edmonton and Calgary to entice all staff to become sales-minded.  This can be a great source of new business development by identifying the personal motivators of employee recognition and rewards.  It encourages everyone to have a customer-focused attitude and look for opportunities to grow company sales as a team. read more

8 Ways to Fight a Sales Slump

If you’re like many of our online sales training clients in Edmonton, Calgary, Vancouver and Victoria, you’re doing your best to deal with a challenging economy.  Low commodity prices are having an impact in virtually every industry across Western Canada.  If you’re a business owner, Sales Manager or Salesperson dealing with a sales slump, here’s what you can do to fight it. 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

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

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

LinkedIn as a powerful B2B tool

If the market for your product or service is Business to Business, you should be actively using LinkedIn. It’s a powerful tool that has many advantages for professionals, salespeople, and companies