Edmonton & Calgary
Sales Training:
780-318-3114
Vancouver, Victoria &
Toronto Sales Training:
250-339-3355

Blog Archives

The Sense of Urgency Closing Technique – Done the Right Way!

Sales closing techniques are always a contentious issue with our sales training clients in Vancouver, Edmonton, Calgary and Toronto.  Some Salespeople feel that they are a necessary part of the sales process.  Without using them, they feel that you simply aren’t a good Salesperson.  Others feel that there are far better ways of asking for the business instead of using an outdated, forceful method of getting decision makers to say YES.  No matter your opinion, there is one sales technique that virtually every Salesperson uses.  Unfortunately, it’s often misinterpreted by buyers who think that it’s not truthful and lacks credibility.  How do you convey a sense of urgency to buy without looking manipulative? read more

Don’t Take Key Accounts for Granted

Storytelling is a key attribute we incorporate into our sales training programs in Vancouver, Edmonton, Calgary and Toronto.  Great Salespeople tell great stories to communicate their message.  The impact is much more dramatic and memorable because the story adds context to why the message is important.  Here’s one that I experienced many years ago, yet still feel the twinge of embarrassment.  While all Professional Salespeople know not to take any business for granted, one of my biggest Key Accounts taught me a lesson that I’ll never forget. read more

Smart Salespeople Use Technology to Make More Sales

Part of the sales training that we offer our clients in Vancouver, Edmonton, Calgary and Toronto involves the use of technology to improve the likelihood of making sales now and in the future.  The latest advances offer many benefits to Salespeople.  In this article, we’ll show you four of them and how they can help you in the sales process. read more

The Top 10 Things Great Salespeople Don’t Do

Many articles have been written about what great Salespeople do.  In our discussions with our sales training partners in Vancouver, Victoria, Edmonton, Calgary and Toronto we often approach it the other way by revealing what Great Salespeople don’t do.  Here are the 10 Top Things that come to mind.  Do you have any suggestions on additions?  Comment below or share this article and you’ll be entered in a draw to win our online course –  The Sales Skills Incubator valued at $199. read more

Are Your 2019 Sales Targets Too High?

If you’re a Professional B2B Salesperson with a 2019 sales target that seems unreachable, don’t panic.  As we start a new year, here’s the advice we’ve offered many of our sales training partners in Vancouver, Victoria, Edmonton, and Calgary.  Take your eye off the yearly total for a second and ask yourself this question.  What confidence would you have in your company and Sales Manager if your targets were  lower and easily attainable?  While that might seem like a good idea, nobody wants to work for a company that is projecting lower sales.  That means lower profitability and cost cutting, so be careful what you hope for.  Here are 3 ways to break down the process of reaching your 2019 Sales Targets. read more

Read These Sales Books in 2019

We constantly promote active reading to our sales training clients in Vancouver, Edmonton, Calgary and Toronto.  There is no doubt that leaders are readers.  Huge reading advocates include Warren Buffet, Bill Gates, Mark Cuban, Elon Musk, and Tony Robbins – many of whom spend many hours a day reading.  However, you don’t need to devote that kind of time to leverage the power of this habit.  Read 15 minutes per weekday and you’ll have easily read a great book per quarter.  How tough is that?  We’ll even make it even easier and suggest 4 great sales books that will dramatically increase your skill set and sales results. read more

The Role of Influencers in the Sales Process

The sales training we provide our partners in Edmonton, Calgary, Vancouver and Toronto goes beyond understanding the role of the decision maker.  Very seldom does the person making the final decision do so without input from other key individuals.  While their involvement is not always easy to see, they’re typically in roles directly related to,  or impacted by,  a major buying decision.  While the buyer might be the one to sign your proposal or give you a purchase order number, the power of influencers can easily sway a decision either way.  Here’s how to make it work in your direction. read more

Sales Superstars Need This One Attribute

When we discuss common attributes of success in our sales training workshops in Edmonton, Calgary, Vancouver and Toronto many different qualities are considered.  The so-called soft skills for Salespeople are often the determining factor in winning the trust of clients.  The ability to ask great questions, listen and have empathy are just a few examples of the many of qualities that are common to great Salespeople.  Yet, there is one skill that rises above the rest.  It’s the most powerful driver of sales success and you must have it to be a top-producer. read more

Why Do Salespeople Hate the “A” Word?

Our individualized sales training workshops in Edmonton, Calgary, Vancouver and Toronto are a great opportunity for us to interact with Salespeople and learn how to best provide them with what they need to be successful.  Our philosophy is that success starts with what happens between your temples.  How you think and perceive your environment is the single largest influence on your ability to build a healthy sales funnel and meet your sales targets.  At a recent Workshop, I brought up the “A” word – accountability – to see what I could learn from the Salespeople attending. read more

10 Prospecting Tips From Top-Performing Salespeople

Prospecting for new business is a necessity.  Our sales training workshops in Vancouver, Victoria, Edmonton and Calgary always drill this into the minds of Professional Salespeople.  No one ever disagrees.  In fact, when I ask the question “Who prospects for new business?” everyone’s hands go up.  “Now keep your hand in the air if you have a specific prospecting strategy on paper and are following it.”  When I ask the second question, very few hands are left.  Your discipline in creating a prospecting strategy and following it will take your sales from average to great. 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

The Power of 3 for Salespeople

It’s always great to share new sales training techniques with our clients in Vancouver, Edmonton, Calgary and Toronto.  It’s even better when we learn something that we weren’t aware of previously.  That’s what this post will focus on.  It’s called the Power of 3 and it works!  So much so, that we’ve incorporated this into the sales training programs of all our partners.  Here how it works. read more

2 Ways To Make More Sales This Fall

With four months left in 2018, our sales training clients in Vancouver, Edmonton, Calgary and Toronto are refocusing on what they can do to drive more sales into this year.  Keeping things simple is always a great idea.   Let’s give you a clear direction going forward. read more

Web Conferencing Tips for Salespeople

We’re constantly providing sales tips to our sales training colleagues in Vancouver, Edmonton, Calgary and Toronto.  We’re happy to pass many of them on to our blog readers.  Here’s one of the most important.  Face to face meetings are always the best way to establish strong relationships with buyers.  Shaking your buyer’s hand and attaching a face to his or her voice always makes a difference no matter how many years you’ve known them.  What do you do when distance doesn’t make that possible?  Web conferencing is a great solution. 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

Great Salespeople Are Empaths

What’s an empath?  It’s a person with the uncanny ability to understand the mental or emotional state of another individual.  We’ve always stated the importance of using empathy in our sales training sessions in Edmonton, Calgary, Vancouver, Victoria and Toronto.  Understanding people’s feelings is one of the key attributes of successful Salespeople.  Empaths do it better than everyone else.  Are you one?  Read on and find out. 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