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 Others feel that there are far better ways of asking for the business instead of using an outdated, forceful method of getting decision makers to say YES.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