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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  Others feel that there are far better ways of asking for the business instead of using an outdated, forceful method of getting decision makers to say YES.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

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

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

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

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

8 Ways to Deal with Change in the Workplace

Change in the workplace is something that all of us encounter on a regular basis.  Our sales training partners in Edmonton, Calgary, Vancouver and Victoria are always looking for ways to best deal with it.   Here are 8 ways that will help you navigate through the process of change.  Leveraging the benefit of just one of them can make a huge difference in your ability to adapt successfully. 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

A Choice To Make In 2018

We would like to thank our sales training partners in Edmonton, Calgary, Lloydminster, Vancouver, Victoria and Toronto for our most successful year in our company’s history.  We are lucky to have clients like you.  As we approach a New Year and develop strategies for success, let this message guide you in your planning. read more

The Top 10 Things I Learned as a Sales Manager

Many of the people we offer sales training to in Edmonton, Calgary, Vancouver and Victoria entertain the idea of becoming a Sales Manager at some point in their career.  For those of you thinking of such a move, ask your Sales Manager what he or she wishes they would’ve known from the start of their management career. Chances are you’ll get a smile and a thoughtful look from your boss. Listen carefully.  You’re about to learn some valuable lessons. 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