Featured Articles
The Biggest False Assumption (Sales Training)
A discussion was recently started in the SalesPractice.com sales training forum titled, “How to shorten the sales cycle”. Here is a copy of the original post: “For sake of discussion let’s say that… …the prospect trusts you, respects you and values the relationship. …you are working with a prospect who has the authority, budget, want and need... »
Trusted Facilitation
Earlier this week I was asked to answer the question, “If personal selling could be summed up in one or two words what would those two words be?” and the phrase, “Trusted Facilitation” immediately came to mind. I realize that the phrase “Trusted Facilitation” is not commonly referred to and/or used in the profession... »
What are Trigger Events? How to use them?
By Alen Majer Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them - a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or better said... »
Networking is a Contact Sport
By Adrian Miller As with so many aspects of life, networking requires action and effort if you’re going to reap its benefits. You can attend countless in-person and online events and register for every networking group under the sun, but you’ll get nowhere if you’re not actively taking the time to connect with the people... »
C-Level Sales Management — Helping Salespeople Handle Gatekeepers
By Sam Manfer As a manager, you know your salespeople will always have trouble getting to C-levels and other influential executives. So you’ve got to help them with ideas, your example and a push. The first rule of gatekeepers is “Always assume they will be blocked,” and with this in mind have discussions with your salespeople... »
Understanding Needs Does Not Close A Sale
By Sharon Drew Morgen This past week I placed 700 cold calls. That’s right. Seven hundred. Count ‘em. I have been seeking visionary sales training managers that have interest in licensing new program content (Buying Facilitation or Facilitating Buying Decisions) and it’s impossible to find visionaries through mainstream marketing. So I called. And called. I learned... »
Gain Your Prospect’s Attention
By Wendy Weiss On a cold call you have approximately 10-30 seconds to grab your prospects’ attention—and you won’t get a second chance. Read on to discover how to gain your prospects’ attention… I was eating lunch. The phone rang and thinking it might be a client calling (and also, let’s face it—I’m a little compulsive)... »
Selling Doctors - Fear of the Doctor Is a Sales Person’s Biggest Challenge
By Sam Manfer. Fears, excuses, uneasiness, rationalizations, intimidations all stem from negative projection. The doctor is too busy. The doctor doesn’t see salespeople. The doctor doesn’t care who they have selected. These, plus a whole range of other statements about this doctor, are excuses - rationalizations. 99.99% of the time they are projections that you... »
From Facebook to Phonebook - How Wingmen Stay Connected
Like many of you, I recently joined the Facebook, Twitter and LinkedIn craze and it’s been great. I’ve re-connected with old friends from high school, college, and my fighter pilot days, and I’ve also met some very interesting people. And yes – like you, I can easily spend a few hours a day on... »
Salespeople Debut of Confidence
By Pat Weber If you sell and want inspiration from Broadway, The Sound of Music by Rodgers and Hammerstein has just the song to sing along for sales confidence. One of the songs in the play which debuted on Broadway on November 16th, 1959 is “I Have Confidence.” By doing a review of just six... »