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The last four months of the calendar year are all important to our sales training clients in Vancouver, Calgary, Edmonton and Toronto. We move from the late Summer into Fall and then into the drive for the Christmas retail season. If your company has a fiscal starting in September, making Q1 sets the pace for the year and missing it means playing catch-up in other quarters. The answer rests with sales activity. As a Salesperson, your ability to make many calls on decision makers that meet the ideal customer profile is the first step toward making targets. The second is your strategy with each call. Here’s a three step guide to ensure you have a great sales call every time.
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.
Our sales training clients in Vancouver, Edmonton and Calgary invest in the growth of their Salespeople to increase their sales. Improving their ability in each step of the B2B (Business to Business) sales cycle is the key to reaching that goal. Here’s a breakdown of our work with them and what you might be able to apply to your specific sales situation.
Our sales training clients in Vancouver, Victoria, Edmonton and Calgary all agree – there are many successful components that add up to completing a sale. No matter the products, services or customers, common things need to occur for decision makers to say Yes. There is one ingredient that Professional Salespeople love to see in their clients – the sense of urgency to take action. It accelerates the speed of motivating buyers to purchase and greatly increases the chances of making a sale. Here’s how to get your clients to take action.
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.
Here is the one common element with all of the different Salespeople and Business Owners that I work with. They all want to convert prospects into customers. How do we convert potential buyers into confirmed clients? Here is the best way to do this.