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Benefits on Steroids
It's drilled in your head to turn features into benefits. But what if you put the benefits on steroids? Before I talk steroids, let's take a closer look at what is actually happening with turning features to benefits. Let's take a pencil for easy sake... This pencil...
6 Day DO IT Challenge to Sell More Today With 5 Minute Tool
Are your reps guilty of...winging itprocrastinationoverwhelmunable to say noAlthough there may not be a judge around to deliver us a severe sentence... your reps' prospects and customers do... in the way of not buying because reps aren't focused enough to be the...
Lost Art or Sales Revenue Generator?
Post in a FaceBook Sales Group: I'm old school. I still send hand written THANK YOU CARDS to our customers. I feel handwritten thank you's are better than an email. Lost Art ? Or waste of Time? Before you read any further... What do you say... Lost Art or...
#1 Tip for Saving Time With Sales Training
The most common reason sales managers do not integrate sales training on a consistent basis with their teams is..they think they do not have the time. Let's think about exercise. Do you say you can't exercise because you don't have time? Do you know people who say...
Pick Up The Damn Phone!
There was an interesting stat out of the Harvard Business Review on the importance of timely responses when it comes to following up with online leads. The data originally came from a study of 2,241 U.S. firms. “Companies who contact potential customers within an hour...
[Sales Meeting Idea] Ultimate Way to Cut Out Objections
Objections are a given in every sales conversation. How your reps respond makes or breaks the likelihood of a sale. Most reps tend to have a pat answer to most objections. When I ask reps, "How's that working?" They smile or smirk - and respond, "It's a 50/50." Gosh,...
