Sales Tips: Superstars Make One More Call

Sales Tips: Superstars Make One More Call

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We talk a lot here about what separates the Superstars from the rest of the pack. What do they do to reach Superstar status? As we’ve discussed many times it is the very small, basics they do and do extremely well. They work hard on the things we all know it takes to be successful and don’t take those things for granted.

Sales Pros Don’t Practice…On Their Prospects

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Sales Pros Don’t Practice…On Their Prospects

As a sales manager, sales trainer and just a student of the art of selling, I am constantly looking at ways to improve what I do and what my clients do. Obviously, practice is a big part of that process. But, I’m continually surprised at how many people practice on their prospects–learning on the job and experiencing a lot of firsts at the expense of a potential customer.

Closing The Sale? Just Make It Natural

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Closing The Sale? Just Make It Natural

As a professional salesperson you know asking for the sales is crucial to every sales encounter. I’m not a fan of the phrase closing the sale, I prefer to call it asking for the sale, instead. But, most people still know it as closing. While you must be good at every step in the sales process, this is the one that more salespeople struggle with than any other.

What Is Selling?

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What Is Selling?

As I look back on the last few years of posting more than 250 blogs at this site, perhaps this should’ve been the first one. Maybe this should’ve been the introduction.

What is selling?

While many salespeople or want-to-be salespeople don’t verbalize that, I’ve found that question gets asked internally more than we think. In fact, we’ve probably all asked it or thought it at one time or another in our career.

3 Tips For Building Rapport In Sales

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3 Tips For Building Rapport In Sales

As you step through the sales process with your prospect one of the areas requiring the most time and attention is Building Rapport. I believe the more time you spend and the stronger rapport you build the less time you spend overcoming objections.

How To Increase Your Sales

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How To Increase Your Sales

One of the questions I’m asked most when training or speaking is, “What’s the easiest way to increase my sales?” While there’s no one single answer to that question, the one I usually respond with is, “Increase what you do.”

Many times that is met with a confused or even surprised look, but the truth is, you are the key to increasing your sales.