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Blog Archives

Great Salespeople Paraphrase Feelings

Our sales training workshops in Vancouver, Victoria, Edmonton and Calgary always focus on the power of paraphrasing in understanding your buyer’s needs.  While repeating what your client said in your words is the definition of paraphrasing, capturing their feelings goes one step further.   It rises above the words to the heart of what your buyer is expressing.  Here’s how it works and why it’s so effective in establishing strong relationships. read more

Responding To Sales Leads

Salespeople need to respond to sales leads immediately.  All our sales training participants in Vancouver, Victoria, Edmonton, Calgary and Toronto would agree.  Who wouldn’t?  Yet, the response time to sales leads for many companies ranges from OK to downright horrible.  While we all agree that this is an important component of a successful sales strategy, why does it take so long for many B2B and B2C Salespeople to engage with a lead?  Here are the reasons why and what your company can do about it. read more

Tired of Clients Shopping Your Proposal?

This is a topic of discussion with all of our our sales training clients in Vancouver, Victoria, Edmonton, Calgary and Toronto.  How do we prevent buyers  from shopping our proposal or quote?  If you’ve been a Professional Salesperson for a few years, it’s happened to you.  After investing time, energy and expertise into preparing your proposal, your client hesitates for a few days before signing off.  You get the sinking feeling that your hard work and creativity is being shopped with the competition for a lower price.   How do we prevent that from happening? read more

The 3 Steps of Developing Salespeople

When providing sales training to our clients in Vancouver, Edmonton, Calgary and Toronto, we’re constantly asked for our opinion on the development of Salespeople.  Sales Managers know the benefits of having a highly skilled team in great sales performance and minimizing client and employee attrition.  Developing Salespeople is no easy task given the nature and personality of each individual.  What works well for one person may not have the same impact on another.  Here’s a 3-step process that is working well for our partners. read more

How Competition Motivates Salespeople

The drive to compete is a sales attribute we look for when training Salespeople in Vancouver, Victoria, Edmonton, Calgary and Toronto.  This trait distinguishes top producing individuals from core performers and sets them apart from the pack.  For Sales Managers, identifying competitive Salespeople is no different than coaches looking for quality athletes when building a top-notch team.  Here’s how you can recognize these performers and bring out the best in them. read more

10 Sales Tips for Better Time Management

Are you a B2B or B2C Salesperson always looking to improve your time management abilities?  One of our most popular sales training Workshops in Vancouver, Victoria, Edmonton, Calgary and Toronto will give you insight into some useful techniques that help you become more efficient in planning your day.  Better prioritization means delivering on timely commitments and handling more customers in your sales funnel.  Here are 10 Sales Tips for Better Time Management. read more

How To Handle The “I Need to Think About It” Objection

Every one of our sales training clients in Vancouver, Victoria, Edmonton, Calgary and Toronto have heard this from their buyers.  Yet, it holds no geographic barriers.  It’s one of the most frustrating objections you can hear as a Professional Salesperson.  Your first thought is to reply “So, what is it you need to think about?”  While some Salespeople might be tempted to be that direct, delivering it without the feeling of being pushy can be a challenge.  Here are a few great ways to handle this objection. read more

Are you a Pushy or Persistent Salesperson?

All of our sales training clients in Edmonton, Calgary, Vancouver, and Toronto constantly wrestle with the difference between being a pushy or persistent Salesperson.  While we know the key to success is to be persistent, when does that self-discipline get misinterpreted from the buyer’s perspective as being over-the-top? read more

3 Things To Do Before a New B2B Sales Call

The Professional Salespeople we provide sales training to in Vancouver, Victoria, Edmonton and Calgary are always open to new ideas for having the best first call with a new potential client.  It’s the start of a new relationship and we all want to make a positive first impression with someone that may have been very difficult to book.  Show that you’ve done your research and do these three things before your call. read more

A 5 Step Sales MBO to Reach 2018 Targets

Success by design, not default.  At the start of 2018, that’s the message we’re communicating to all of our sales training partners in Edmonton, Calgary, Vancouver, Victoria and Toronto.  Your ability to reach your 2018 sales targets should be determined by careful thought, planning and structure.  While we will gladly accept the fortune of a good economy, great product or just plain luck, smart Salespeople know they can’t reach targets that way.  Whether you are in B2C or B2B sales, here’s how a Sales MBO will give you the ability to start your year with confidence. read more

How A Sales Drive Motivates Salespeople

We have introduced the concept of a customized Sales Drive to many of our sales training partners in Edmonton, Calgary, Vancouver and Victoria with great results.  While commission is a definite motivator for Salespeople, a Sales Drive gets everyone excited and enthusiastic toward reaching a specific sales goal within a specified period of time.  While Sales Drives have been around for years, customizing them is the difference between a very successful one and one that falls shy of expectations. read more

Sales Success With A Balanced Account Base

We constantly impress the benefits of the right account base for the Salespeople of our sales training partners in Edmonton, Calgary, Vancouver and Victoria.  While many Salespeople are eager to land big accounts with high annual investments, we have all had the experience of seeing some of these clients cancel, leaving massive amounts of attrition in their wake.  Here’s how smart Salespeople structure their account base to ensure they’re in the best position at all times. read more

Great B2B Salespeople Know their Customer’s Customer

Our sales training focus in Victoria, Vancouver, Edmonton and Calgary always has a common denominator – B2B Salespeople want to know how to convince decision makers to pay a higher price for their quality product.   In a world that seems bottom-line price oriented, it can be a challenge to answer the question  “Why would I buy your product when your competitor is offering virtually the same thing for far less?”  Here’s how to instill the value that’s required for the buyer to justify the extra investment to do business with you. read more

Five Steps To Close Sales In The Summer

This is the biggest challenge currently experienced by our sales training partners in Vancouver, Edmonton, Calgary and Toronto.  Midsummer and B2B decision-making don’t tend to be synonymous with each other. After leaving many phone messages and sending emails, it’s easy to get frustrated and start to question your next step.  No smart Salesperson wants to be a pest, yet we all know that persistence leads to sales success.  How do you determine the fine line between the two?  Use these five steps to get clients to return your messages, revive opportunities stuck in the sales cycle, and close sales in the summer: read more

Incentives For All Staff To Drive Sales

In Part One of our post, we shared many incentive-based techniques we’ve created for our sales training partners in Edmonton, Calgary, Vancouver and Victoria.  Let’s give you some specific examples to get everyone motivated to drive sales. read more

What Successful Salespeople Do Before and After Every Sales Call

Do you remember your first sales call as a Professional Salesperson?  We were discussing this with our sales training partners in Edmonton, Calgary, Vancouver and Victoria recently.  What was your most important goal in that meeting?  As one Salesperson told me “I just wanted to get through it without throwing up!”   Other than holding down breakfast, what did you want to accomplish with the decision maker? read more

Four Steps To Close Pending Business

Great Salespeople consistently add new opportunities to their sales pipeline.  Our sales training clients in Vancouver, Victoria, Edmonton and Calgary are learning that closing pending business is even more important.  Otherwise, Salespeople can easily have a sales funnel that is stuck with hundreds of thousands of dollars in pitched business.  If this sounds like your situation, here are the four steps you need to follow. read more

How to Deal with the Hurry Up B2B Sales Proposal

Our sales training clients in Vancouver, Edmonton and Calgary deal with this challenge on a regular basis – the “hurry-up and do your best with limited information” proposal.  It usually comes from a new inquiry where someone has the task of gathering information on a tight timeline.  He or she may know little in the way of specific client needs and unfortunately, has no decision-making ability.  The turnaround time is tight and you’ve been told to submit your proposal quickly.  What do you do? read more

Three Words That Will Increase Your Sales in 2017

Every time we work with our sales training clients in Vancouver, Edmonton, Calgary and Toronto, we learn something new.  Each group of Salespeople is unique.  What they manage to find most useful from our sales training is always different.  Our latest client has discovered great success with my favorite open-ended question.  Make these three words part of your client needs analysis and watch your sales increase in 2017. read more

Why Pressuring Salespeople Doesn’t Work

This is always a sensitive topic with our sales training clients in Vancouver, Calgary, Edmonton and Toronto.  No matter if you’re a Salesperson, Sales Manager or Business Owner, you’ve dealt with pressure on either side of the desk.  Sales targets need to be reached and when they aren’t, questions get asked and people are placed under the microscope.  Here’s why for the most part, pressuring Salespeople doesn’t work and my suggestions for a better approach. read more