When it comes to sales training, there’s one technique that often gets left on the table: role-playing. And it’s one of the biggest mistakes you can make. Let’s face it—no one likes role-playing. People avoid it, shy away from it, and hope they’ll never have to do it. But here’s the thing: once you push […]
Role Playing: The Most Overlooked Tool in Sales Mastery Read More »
Train, train, and train some more. That’s the secret behind Apple’s daily success. Every single day, their retail associates undergo sales training. And they’re not alone. Microsoft, SAP, Salesforce, Oracle, Xerox, IBM, ADP, Aramark, Unifirst, and Enterprise Car Rental are just a few companies that commit to relentless training. What do they all have in
Why Training is the Key to Business Success Read More »
Did you know that 60% of customers say “no” at least four times before they say “yes”? Even more compelling, it takes up to 7 asks to convert over 74% of potential customers. So, what does that mean for your sales process? It means that if you want to truly maximize your conversions, your strategy
The 7-Step Sales Process: Unlocking 74% of Yeses Read More »
Research—it’s the cornerstone of a successful sales process, yet it’s often overlooked. But if you’re serious about growth, this is where you begin. Think about your own experience as a buyer. When you’ve worked with a professional, you knew they cared about solving your problem. Why? Because they took the time to learn about you.
Unlock Sales Success: The Power of Research Read More »
Communication isn’t as straightforward as it seems. There are three core levels: Parent, Child, and Adult. Let’s break it down: When you communicate from a Parent or Child perspective, you force your listeners into the opposite role. In a business context, if you speak from a Parent perspective, you’re pushing your employees into a Child
Master the Art of Communication: Move Beyond Parent and Child to Adult Engagement Read More »
In the dynamic world of business, customer complaints are an inevitable reality, often perceived as harbingers of dissatisfaction and potential damage to one’s reputation. However, these seemingly negative encounters hold the key to unlocking invaluable opportunities for growth and improvement. Embrace the Feedback Loop: A Pathway to Excellence Every customer complaint, no matter how trivial
Back in my days at one of my first jobs, the mantra was clear: “Speed is Life.” It was all about taking action, making things happen, and seizing opportunities. I thrived in that environment. If something made sense, we executed it right away. But there was this one time when we took it too far.
Decision Making Tenacity Read More »
Deep within you and within your business lies an abundant well of tenacity. It’s that inner reservoir you can tap into when you need to navigate a challenge, address a tough situation, or overcome an obstacle that once seemed insurmountable. Often, when people dive into this well of tenacity, they find themselves saying, “I’m drained.
The Source of Tenacity Read More »
How many customers do you need? That’s the number of people you want to connect with positively. Not everyone. Because let’s face it, there’s a mishmash of personalities out there, and not everyone will align with your mission, and that’s perfectly fine. Now that you understand it’s perfectly fine if not everyone is in your
What Percentage of People Must Favor You? Read More »
Seems like there are countless books out there claiming that if you simply do one specific thing in your business, everything will magically fall into place. For instance, if you just increase the number of leads you get, everything will work out perfectly. But no, it’s not that simple. If your sales process isn’t up
Is Singular Focus Viable in Your Business? Read More »
