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# Sales Training Werks

## Sitemaps

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## Posts

- [Are You Losing Business to Status Quo?](https://www.salestrainingwerks.com/losing-business-status-quo/) - Recently while working with a team of 8 sales leaders, they were discussing the amount of business being lost to the competition. And they got very stuck in coming up with a solution – and lowering prices was not an option.
- [Your Competitive Advantage](https://www.salestrainingwerks.com/competitive-advantage/) - Are you familiar with Consumer Reports? At one time Consumer Reports was the be-all and end-all of product reviews. Now we have sites like Amazon, Wire Cutter, and Authority Adviser to review products and companies. But what if the "Consumer Reports" mindset could work for you to gain a competitive advantage? Consumer Reports selects 3-5
- [Fill The Pipeline Challenge - Month 4](https://www.salestrainingwerks.com/fill-the-pipeline-challenge-month-4/) - It's amazing... we're already on Month 4 of the Fill The Pipeline Challenge. Click on these links If by any chance you missed Month 1, Month 2, or Month 3 to get you up to date on the Fill the Pipeline Challenge. Ashely wrote this about Month 3: "The Swap Days proved to be very
- [Filling The Pipeline Challenge - Month 3](https://www.salestrainingwerks.com/filling-the-pipeline-challenge-month-3/) - Month #2 Fill The Pipeline Challenge was a super success! If by any chance you missed Month 1 and/or Month 2... click these links (Month One and Month Two) to get you up to date on the Fill the Pipeline Challenge. Comments from Month 2.... Jason... the reps were on the fence about calling customers
- [The Secret to Get Rid of Objections](https://www.salestrainingwerks.com/sell-more-with-stress-free-objections/) - Once again the phone rang and a sales manager was sharing how very frustrated he was with the way his sales team was responding to objections. He had recently witnessed 3 deals go south with 3 different sales representations as soon as the customer had an objection. He said the sales representative either ignored the objection
- [Get 1% Better Today - That's All It Takes To Improve Sales and Bonus... Your Life](https://www.salestrainingwerks.com/1-challenge-improve-sales-bonus-life/) - “Greatness is achieved through the discipline of attending to detail. We had a simple catchphrase that we used, that said, ‘If we can do 100 things 1% better, then we can become world champions.’ Will Greenwood 2003 England World Cup Winner Success doesn’t come from a magic bullet. So I set out to create my
- [Is Multitasking Good or Bad?](https://www.salestrainingwerks.com/is-multitasking-good-or-bad/) - There's no such thing as multitasking. You are only task switching. Any time you switch from one task to another it takes anywhere from 5-20 minutes to reset your focus and your flow.
- [5 Seconds to Powerful Decisions](https://www.salestrainingwerks.com/5-seconds-to-powerful-decisions/) - [et_pb_section fb_built=”1″ admin_label=”section” _builder_version=”3.22″ background_color=”#ffffff” custom_padding=”0px||0px|” custom_padding_tablet=”0px||0px|” transparent_background=”off” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on”][et_pb_row padding_mobile=”off” column_padding_mobile=”on” admin_label=”row” _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” custom_css_main_element=”width: 100% !important;” make_fullwidth=”off” use_custom_width=”off” width_unit=”on”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” custom_padding__hover=”|||”][et_pb_text admin_label=”Blog post” _builder_version=”4.3.2″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” use_border_color=”off” border_color=”#ffffff” border_style=”solid”] Do you have trouble making decisions? Not necessarily the big ones, little ones like: Getting out of
- [Super Easy Ways to Get More Big Dreamy Goals](https://www.salestrainingwerks.com/dreamy-goals/) - [et_pb_section fb_built=”1″ admin_label=”section” _builder_version=”3.0.74″ background_color=”#ffffff” custom_padding=”0px||0px|” custom_padding_tablet=”0px||0px|” transparent_background=”off” padding_mobile=”on”][et_pb_row padding_mobile=”off” column_padding_mobile=”on” parallax_method_1=”off” admin_label=”row” _builder_version=”3.0.48″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″ _builder_version=”3.0.47″][et_pb_text admin_label=”Blog post” _builder_version=”3.20.2″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” use_border_color=”off” border_color=”#ffffff” border_style=”solid”] It never fails to amaze me when I hear sales reps say they CAN’T set goals because everything changes so quickly, or they don’t
- [Why Start With Why?](https://www.salestrainingwerks.com/why-start-with-why/) - Simon Simon has a simple but powerful model for inspirational leadership – starting with asking the question “Why?” Can we apply this theory to reps who aren’t meeting expectations?
- [Think Like A Winner - in Sales!](https://www.salestrainingwerks.com/think-like-a-winner-in-sales/) - Hang around Nancy Bleeke for any length of time and you'll hear her say "I'm thinking like a winner!" and sure enough she'll win something. She is always the high winner at her Bunko game or even at a ring toss and the football toss at the Fun Zone at the Orange Bowl when the rest of us were losers!
- [4 Sales Training Exercises to Drive More Sales](https://www.salestrainingwerks.com/4-sales-training-exercises-to-drive-more-sales/) - What would you give to see 50% higher net sales per employee? Would you make time to train your reps? I bet you are saying yes. Here are four thirty minute or less sales meetings to drive more deals.
- [What's Your Houston We Have  A Problem?](https://www.salestrainingwerks.com/success-with-the-box/) - What do you think would happen if you asked your sales reps what they need to sell more? Look out... the responses aren't going to be exactly what you were thinking. You'll hear things like:
- [5 Why's A Buyer Needs Answered](https://www.salestrainingwerks.com/5-whys-a-buyer-needs-answered/) - If your reps knew the 5 questions prospects need answered before they buy – without being a mind reader - could they sell more? Most definitely yes!
- [How to Stop Leaving Money on the Table](https://www.salestrainingwerks.com/how-to-stop-leaving-money-on-the-table/) - Reps are leaving money on the table all day long. They don't even know they are doing it and that's a big culprit to missing sales targets and not earning the commissions everyone strives for. Here's how to get the money back!
- [20 Questions to Coach Sales Reps Like A Pro](https://www.salestrainingwerks.com/borrow-20-questions-coach-sales-reps-like-pro/) - The good competitors in your space are coming after you. They think about you constantly and they are finding ways to take the business from you. So what can you do quickly to ward off the competition and get better sales results?
- [When Can A Bad Sales Call Get Better?](https://www.salestrainingwerks.com/salescall-going-south/) - [et_pb_section fb_built=”1″ admin_label=”section” _builder_version=”3.0.74″ background_color=”#ffffff” custom_padding=”0px||0px|” custom_padding_tablet=”0px||0px|” transparent_background=”off” padding_mobile=”on”][et_pb_row padding_mobile=”off” column_padding_mobile=”on” parallax_method_1=”off” admin_label=”row” _builder_version=”3.0.48″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″ _builder_version=”3.0.47″][et_pb_text admin_label=”Sales Call Going South” _builder_version=”3.20.2″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” use_border_color=”off” border_color=”#ffffff” border_style=”solid”] Anxiety sets in as soon as a sales call isn’t going the way the rep expects The rep’s knee jerk reaction to
- [What's Next? Closing the Sale](https://www.salestrainingwerks.com/closing-the-sale/) - [et_pb_section fb_built=”1″ admin_label=”section” _builder_version=”3.0.74″ background_color=”#ffffff” custom_padding=”0px||0px|” custom_padding_tablet=”0px||0px|” transparent_background=”off” padding_mobile=”on”][et_pb_row padding_mobile=”off” column_padding_mobile=”on” parallax_method_1=”off” admin_label=”row” _builder_version=”3.20.2″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″ _builder_version=”3.0.47″][et_pb_image max_width=”37%” src=”https://www.salestrainingwerks.com/wp-content/uploads/2019/10/526-info.jpg” _builder_version=”3.20.2″][/et_pb_image][et_pb_text admin_label=”Blog post” _builder_version=”3.0.87″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” use_border_color=”off” border_color=”#ffffff” border_style=”solid”] A common Sales Fail is Ending the Call Without a Clear Next Step. Because saying, “I’ll get back to you in
- [Move Over. Get Out of Your Own Way to Sell Simple.](https://www.salestrainingwerks.com/move-over-get-out-of-your-own-way-to-sell-simple/) - [et_pb_section fb_built=”1″ admin_label=”section” _builder_version=”3.0.74″ background_color=”#ffffff” custom_padding=”0px||0px|” custom_padding_tablet=”0px||0px|” transparent_background=”off” padding_mobile=”on”][et_pb_row padding_mobile=”off” column_padding_mobile=”on” parallax_method_1=”off” admin_label=”row” _builder_version=”3.20.2″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″ _builder_version=”3.0.47″][et_pb_text admin_label=”Blog post” _builder_version=”3.0.87″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” module_alignment=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”] Do you know anyone who complicates everything? I do and it’s frustrating as heck. If you’ve got reps who are complicating the sales
- [Shake It Up - Lead Differently](https://www.salestrainingwerks.com/shake-it-up-lead-differently/) - [et_pb_section fb_built=”1″ admin_label=”section” _builder_version=”3.0.74″ background_color=”#ffffff” custom_padding=”0px||0px|” custom_padding_tablet=”0px||0px|” transparent_background=”off” padding_mobile=”on”][et_pb_row padding_mobile=”off” column_padding_mobile=”on” parallax_method_1=”off” admin_label=”row” _builder_version=”3.0.47″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″ _builder_version=”3.0.47″][et_pb_text admin_label=”Blog post” _builder_version=”3.17.4″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” module_alignment=”left” use_border_color=”off”] Do you ever find yourself in a rut? Find the customers and sales reps have the same issues over and over again? Is it just
- [Benefits on Steroids](https://www.salestrainingwerks.com/benefits-on-steroids/) - [et_pb_section fb_built=”1″ admin_label=”section” _builder_version=”3.0.74″ background_color=”#ffffff” custom_padding=”0px||0px|” custom_padding_tablet=”0px||0px|” transparent_background=”off” padding_mobile=”on”][et_pb_row padding_mobile=”off” column_padding_mobile=”on” parallax_method_1=”off” admin_label=”row” _builder_version=”3.20.2″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″ _builder_version=”3.0.47″][et_pb_text admin_label=”Blog post” _builder_version=”3.0.87″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” module_alignment=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”] It’s drilled in your head to turn features into benefits. But what if you put the benefits on steroids? Before I talk steroids,
- [6 Day DO IT Challenge to Sell More Today With 5 Minute Tool](https://www.salestrainingwerks.com/6-day-do-it-challenge/) - [et_pb_section bb_built=”1″ admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off” custom_padding_tablet=”0px||0px|”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;” background_position=”top_left” background_repeat=”repeat” background_size=”initial”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” use_border_color=”off” module_alignment=”left” background_position=”top_left” background_repeat=”repeat” background_size=”initial” _builder_version=”3.17.4″] Are your reps guilty of… winging it procrastination overwhelm unable
- [I Always Say This One Thing....](https://www.salestrainingwerks.com/lynnhidyblog/) - [et_pb_section bb_built=”1″ admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off” custom_padding_tablet=”0px||0px|”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;” background_position=”top_left” background_repeat=”repeat” background_size=”initial”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” use_border_color=”off” background_position=”top_left” background_repeat=”repeat” background_size=”initial” _builder_version=”3.7.1″] “Maintaining the Status Quo is a gift to your competitors.” ~
- [World-wide Sales Enablement Experts 2014](https://www.salestrainingwerks.com/world-wide-sales-enablement-experts-2014/) - Since 2010 I've been privileged to be a member of Sales Shebang, an association of the leading sales and leadership experts in the world. Of our 50 strong, 1 expert is from Australia, 3 from Canada and the rest from the USA. The Sales Shebang Conference is held annually for like minded thought leaders
- [Using 30 Minute Sales Meetings for Effective Sales Training Meetings](https://www.salestrainingwerks.com/using-sharpenz-for-effective-sales-training-meetings/) - As you know, we developed 30 Minute Sales Meetings Collection to help sales managers and trainers make their meetings more effective with less effort. Our combined experience in sales and in human resources allows us to offer you powerful sales training solutions based on what really works – and believe it or not, sometimes that is
- [A Quick Learner Is A Faster Earner](https://www.salestrainingwerks.com/a-quick-learner-is-a-faster-earner/) - [et_pb_section bb_built=”1″ admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off” custom_padding_tablet=”0px||0px|”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;” background_position=”top_left” background_repeat=”repeat” background_size=”initial”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” use_border_color=”off” background_position=”top_left” background_repeat=”repeat” background_size=”initial” _builder_version=”3.7.1″] I made good grades through elementary school because I was ‘teacher’s
- [Lost Art or Sales Revenue Generator?](https://www.salestrainingwerks.com/lost-art-or-sales-revenue-generator/) - [et_pb_section bb_built=”1″ next_background_color=”#000000″][et_pb_row][/et_pb_row][/et_pb_section][et_pb_section bb_built=”1″ admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off” custom_padding_tablet=”0px||0px|” prev_background_color=”#000000″][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;” background_position=”top_left” background_repeat=”repeat” background_size=”initial”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” use_border_color=”off” border_color=”#ffffff” border_style=”solid” module_alignment=”left” background_position=”top_left” background_repeat=”repeat” background_size=”initial” _builder_version=”3.7.1″]Post in a FaceBook Sales Group:
- [#1 Tip for Saving Time With Sales Training](https://www.salestrainingwerks.com/1-tip-for-saving-time-with-sales-training/) - [et_pb_section bb_built=”1″ admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off” custom_padding_tablet=”0px||0px|”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;” background_position=”top_left” background_repeat=”repeat” background_size=”initial”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” use_border_color=”off” border_color=”#ffffff” border_style=”solid” module_alignment=”left” background_position=”top_left” background_repeat=”repeat” background_size=”initial” _builder_version=”3.0.89″]The most common reason sales managers do not
- [Pick Up The Damn Phone!](https://www.salestrainingwerks.com/pick-up-the-damn-phone/) - [et_pb_section bb_built=”1″ admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off” custom_padding_tablet=”0px||0px|”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;” background_position=”top_left” background_repeat=”repeat” background_size=”initial”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” use_border_color=”off” border_color=”#ffffff” border_style=”solid” module_alignment=”left” background_position=”top_left” background_repeat=”repeat” background_size=”initial” _builder_version=”3.0.89″]There was an interesting stat out of the
- [[Sales Meeting Idea] Ultimate Way to Cut Out Objections](https://www.salestrainingwerks.com/sales-meeting-idea-ultimate-way-to-cut-out-objections/) - [et_pb_section bb_built=”1″ admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off” custom_padding_tablet=”0px||0px|”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;” background_position=”top_left” background_repeat=”repeat” background_size=”initial”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” use_border_color=”off” border_color=”#ffffff” border_style=”solid” module_alignment=”left” background_position=”top_left” background_repeat=”repeat” background_size=”initial” _builder_version=”3.0.89″ border_color_all=”#ffffff”] Objections are a given in every
- [8 Reasons Your Reps Will Not Hit Sales Quota](https://www.salestrainingwerks.com/7-reasons-sales-team-will-not-hit-sales-quota/) - I don't even know your team, yet I can predict whether they will hit their sales quota this month. How can I possible do that? Humor me and grab a piece of paper and pen. Create 8 columns.
- [Make the Invisible Visible to Engage Your Sales Team](https://www.salestrainingwerks.com/make-the-invisible-visible-to-engage-your-sales-team/) - A recent Time magazine study found that 55% of Americans are dissatisfied with their jobs and 17% of workers are actively disengaged. Can you imagine the lost dollars if 55% of your team is dissatisfied and 17% are actively disengaged? One of the best ways to engage your team is to make the invisible visible.
- [Take Advantage of Praise](https://www.salestrainingwerks.com/take-advantage-praise/) - When was the last time your boss praised you? How did it feel? Did you have an extra step in your pace? Did you tell someone about it? If you were to count and compare the number of times you got praised to the number of times you were critiqued, which number would be higher?
- [It's Their Sales Call - Not Yours](https://www.salestrainingwerks.com/sales-call/) - You’ve decided to joint ride with one of your sellers and you’re all in the prospective client's conference room. You: • Don’t like the direction of the conversation • Think the seller is handling this poorly • See the customer is tuning out • Observe the seller talking non-stop • Can’t stand not being the
- [[Sales Training Meeting] Monetize the Value to Close More Deals](https://www.salestrainingwerks.com/sales-training-meeting-monetize-the-value-to-close-more-deals/) - [et_pb_section bb_built=”1″ admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off” custom_padding_tablet=”0px||0px|”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;” background_position=”top_left” background_repeat=”repeat” background_size=”initial”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” use_border_color=”off” border_color=”#ffffff” border_style=”solid” module_alignment=”left” background_position=”top_left” background_repeat=”repeat” background_size=”initial” _builder_version=”3.0.89″ border_color_all=”#ffffff”]There aren’t many customers who don’t ask
- [Sales Meeting Activity to Promote Mindset](https://www.salestrainingwerks.com/sales-meeting-activity-to-promote-mindset/) - [et_pb_section bb_built=”1″ admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off” custom_padding_tablet=”0px||0px|”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;” background_position=”top_left” background_repeat=”repeat” background_size=”initial”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” use_border_color=”off” border_color=”#ffffff” border_style=”solid” module_alignment=”left” background_position=”top_left” background_repeat=”repeat” background_size=”initial” _builder_version=”3.0.89″ border_color_all=”#ffffff”]Last week I spoke with a manager
- [Selling Tomorrow Trumps Today](https://www.salestrainingwerks.com/selling-tomorrow-trumps-today/) - People buy the Tomorrow. They already have Today. Top producers already know this. That’s what makes them strategic business partners and not just another vendor. This approach is refreshing to the buyers of your products and services because 99.9 percent of the sales people contacting them are acting as vendors and investing most of the conversation time on today.
- [A Little Introduction Mistake That Costs You Business](https://www.salestrainingwerks.com/a-little-introduction-mistake-that-costs-you-business/) - What are poor introductions costing in missed opportunities, referrals, leads? If it's worth investing 15 minutes to capture leads and introductions at the next networking function... try this:
- [A $100 Motivating Tip](https://www.salestrainingwerks.com/a-100-motivating-tip/) - [et_pb_section bb_built=”1″ admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off” custom_padding_tablet=”0px||0px|”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;” background_position=”top_left” background_repeat=”repeat” background_size=”initial”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” border_style=”solid” module_alignment=”left” background_position=”top_left” background_repeat=”repeat” background_size=”initial” _builder_version=”3.0.76″] Even the best of us have moments where we
- [A Clever Way to Motivate Your Reps](https://www.salestrainingwerks.com/real_pto/) - [et_pb_section bb_built=”1″ admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off” custom_padding_tablet=”0px||0px|”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;” background_position=”top_left” background_repeat=”repeat” background_size=”initial”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” border_style=”solid” module_alignment=”left” background_position=”top_left” background_repeat=”repeat” background_size=”initial” _builder_version=”3.0.76″]A common request from sales managers is about more ways
- [3 Tips to Stop Wasting Your Out Of Office Email Message](https://www.salestrainingwerks.com/stop-wasting-outofoffice-email/) - You’re also probably spending hours between Linkedin, Facebook and Twitter for lead gen, branding, positioning yourself as an expert, gaining referrals or a variety of other sales and marketing outcomes. Then why do so many sales reps ignore, waste and suck with their out of office message? Let me show you what I mean by showing you a very poor out-of-office email, to one slightly better and then to three really good ones.
- [Filling The Pipeline Challenge - Month 2](https://www.salestrainingwerks.com/pipeline-month-2/) - Wow. I heard great things from Month #1 Fill The Pipeline Challenge! Ethan... the suggestion to research multiple names of people on Linkedin for possible champions paid off. Shielle... we got away from our Top 10 List and this was a great reminder to get back on track Sean... we got together as a team
- [Filling The Pipeline Challenge - Month 1](https://www.salestrainingwerks.com/pipeline-challenge-month-1/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”] It doesn’t matter what month, week or day of the year it is… … it’s always
- [Ben Franklin With A Twist - Part 2](https://www.salestrainingwerks.com/ben-franklin-twist-part2/) - As promised... Ben Franklin With a Twist.. The Buying Criteria Close. This time draw the line down the paper. Title the left column Needs or Goals or Outcomes Desired.
- [Ben Franklin With a Twist - Part 1](https://www.salestrainingwerks.com/ben-franklin-with-a-twist/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]In my first sales job with American Greetings I learned about the Ben Franklin close. You know,
- [Coaching for Improved Work Performance by Ferdinand Fournies – An Oldie But Goodie](https://www.salestrainingwerks.com/coaching-for-improved-work-performance-by-ferdinand-fournies-an-oldie-but-goodie/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Coaching for Improved Work Performance by Ferdinand Fournies ” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]This one book did more to shape my thinking, attitude
- [6 Surprisingly Effective Ways To Stand Out From The Crowd](https://www.salestrainingwerks.com/stand-out-from-the-crowd/) - If your reps are prospecting you better believe you are NOT the only one calling on that buyer! So how do your reps differentiate themselves throughout the process?
- [Must Haves For Your Next Biz Conference](https://www.salestrainingwerks.com/must-haves-for-your-next-biz-conference/) - Are you having the right conversations before your reps go to a conference or trade show, because you want a better answer than I'm going to network.
- [I Didn’t Buy Because of Words](https://www.salestrainingwerks.com/words/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]I didn’t buy because of Words. What do words have to do with whether someone buys or
- [Ever Been Wowed at Jiffy Lube?](https://www.salestrainingwerks.com/wowed-at-jiffy-lube/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]I took an independent survey to 22 friends with this question: What is the first thing that
- [Stop Losing The Reps You Want to Keep](https://www.salestrainingwerks.com/stop-losing-reps/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]It’s a year later. This time last year Dan walked into his manager’s office and delivered the
- [Move Over. Get Out of Your Own Way to Sell Simple.](https://www.salestrainingwerks.com/sell-simple/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]Do you know anyone who complicates everything? I do and it’s frustrating as heck. If you’ve got
- [5 Creative Ways to Close More Deals... Anytime of the Year](https://www.salestrainingwerks.com/5-creative-ways/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]Do some of your reps mentally check out at the end of the month or quarter, while
- [Cracking the Rotten Voice Mail Fail](https://www.salestrainingwerks.com/rotten-voice-mail/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]Bernie left two messages today. The first one came while I was on another call and the
- [Avoid Tossing Lousy Leads to Your Sales Team](https://www.salestrainingwerks.com/avoid-lousy-leads/) - Want to keep your reps happy? One way is to give them quality leads or the right tools for them to get the best leads. Too often companies hand over all inbound leads without pre-qualifying them or give broad directives to reps to go cold calling and it just doesn't work out with the closed
- [How to Answer "How much does that cost?"](https://www.salestrainingwerks.com/how-much-does-that-cost/) - Q: “When they ask you for pricing on the first call – do you tell them? I feel like I should have waited, but didn’t know how to address. This was a question submitted by a non-traditional sales rep who I’m coaching. What’s the right answer? It depends. If you are a one and done
- [Show Negativity The Door](https://www.salestrainingwerks.com/negativity/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]I just received a phone call from someone I met in the summer at a Bar-B-Q. Quite
- [Stop The Bargain Shopping Prospect](https://www.salestrainingwerks.com/stop-the-bargain-shopping-prospect/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]Have you experienced this? The phone rings with a prospective customer informing you they are thinking of
- [They Just Don't Get It... Do You?](https://www.salestrainingwerks.com/salesguy/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]The walls are paper-thin in this office. The guy in the adjoining office talks so loud he
- [Lessons from Undercover Boss®](https://www.salestrainingwerks.com/lessons-from-undercover-boss/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]Have you ever watched Undercover Boss? The other night found myself watching four episodes in a
- [Is it Better to Sign Up 1 Whale or 15 Minnows?](https://www.salestrainingwerks.com/whale-minnow/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]Sales people dream about catching the big one – the whale. They are envious of any rep
- [5 Quotes to Jumpstart Your Day](https://www.salestrainingwerks.com/5-quotes-to-jumpstart-your-day/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]Guess everyone needs a little motivation from time to time. In the last week we’ve had several
- [Bad Leads Are Your Worst Enemy And One Way To Defeat It](https://www.salestrainingwerks.com/bad-leads-are-your-worst-enemy/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]“Our leads aren’t any good!” is a common complaint by rep’s whose company supplies their leads. Sales
- [Little Known Facts About Reps Not Listening](https://www.salestrainingwerks.com/your-reps-arent-listening/) - [et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px||0px|” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_css_main_element=”width: 100% !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Blog post” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]Todd made a confession recently about his boss. He was considering leaving the company. His sales were
- [Upstream Thinking In 5 Minutes A Day](https://www.salestrainingwerks.com/upstream-thinking/) - Are you thinking upstream? Thinkingupstream.com defines 'upstream thinking" as.. investing wisely for future success rather than spending all of our time and resources responding to and perpetuating failure. Gather your team together and discuss:
- [Fix Problems with 2 Easy Steps in 15 Minutes](https://www.salestrainingwerks.com/fix-it/) - Is there a line out your door with your sales reps - constantly waiting patiently for your time and attention to unload their problems? The good news is they come to you with the problem. The bad news...
- [If You Don't Ask, You Don't Get and The Competition Does](https://www.salestrainingwerks.com/if-you-dont-ask-you-dont-get-and-the-competition-does/) - There's one common reason reps don't close more sales. Sales people are not asking for the decision. Imagine that!
- [This is NOT Prospecting](https://www.salestrainingwerks.com/this-is-not-prospecting/) - Are your sales people telling you they prefer to prospect through email? If so, watch out.... ... you could be alienating businesses who - because of these emails - will absolutely not become your future customers. Wall of Shame Bad Email #1 Dear ___ I would like to get you set up today for a
- [I Resign, What Do You Do?](https://www.salestrainingwerks.com/i-resign-what-do-you-do/) - One of your staff resigns today. You were either surprised or expecting it. So how do you gracefully accept the resignation and then ease the transition of another to change to your sales team?
- [A Costly Pipeline Mistake](https://www.salestrainingwerks.com/a-costly-pipeline-mistake/) - How often do you hear yourself asking your reps, "What's new in the pipeline?" Based on their answers your reps sound like they have hundreds of qualified prospects chomping at the bits. Yet, the number of closed deals aren't matching up to the numbers in the pipeline. Why? Because many of the accounts in the
- [Your Reps Aren't Paid to Do What you Think They Are Paid to Do](https://www.salestrainingwerks.com/your-reps-arent-paid-to-do-what-you-think-they-are-paid-to-do/) - What do you think your sales people are paid to do? Typical answers are to sell as much product as possible. Nope - that's not what they are paid to do.
- [Hope is Not a Strategy, But This Cheat Sheet of Questions Is](https://www.salestrainingwerks.com/hope-is-not-a-strategy-but-this-cheat-sheet-of-questions-is/) - Have you noticed in January the blogs are all about kicking off the year strong to meet end of year quotas? In June it's all about the first 6 months are done, what are you going to do finish the year strong? Then in October, it's the last minute ideas to meet end of year numbers. What happens all the other months?
- [When Is The Time to Break This Bad Habit?](https://www.salestrainingwerks.com/time-break-bad-habit/) - Are you the sales manager who asks, 'What did you sell today?" or... ...are you the one asking, "What opportunities did you advance today?" What's the difference? When managers focus on the close, the deal, or the sale, that's when sales reps begin to lose focus on the collaborative win-win sales process and switch to
- [Break Through Hurricane Employees](https://www.salestrainingwerks.com/breaking-through-hurricane-employees/) - Are there reps on your sales team that are toxic or annoying? When you were a high performing seller you figured out how to avoid the likes of negative, toxic and annoying people.You either ignored them, didn't feed into their stuff, or hung out with the positive contributors like yourself.
- [The Problem is Your Reps Aren't Selling Like You](https://www.salestrainingwerks.com/the-problem-is-your-reps-arent-selling-like-you/) - Are you a sales manager with reps who aren't listening to your selling suggestions? You were promoted because you were a great successful sales rep, right? Of course you must know the right and best way to sell. Then how come your reps aren't listening to you telling them how to sell? Most likely it's
- [3 Ways for Reps to Get More Sales](https://www.salestrainingwerks.com/3-ways-reps-get-sales/) - Sales representatives have the answer to the $64 million dollar question, “How can we get more sales?” Ready, drum roll…the #1 answer by sales people is, “Give me more time to sell. Take away my paperwork, get me out of meetings I don’t need to be in, and stop asking for reports."
- [Know Why People Buy and Close More Deals](https://www.salestrainingwerks.com/know-people-buy-close-deals/) - Ever wonder why people buy your products or services? Could it be they seek value, not price? Value is in the eye of beholder - what they believe is what's in it for them. Try this People Buy Value with your sales reps and watch confidence and sales soar.
- [Are You a Shoe?](https://www.salestrainingwerks.com/are-you-a-shoe/) - Typecasting - is it costing you a promotion? Take Jennifer Aniston for example. She's been fighting typecasting for years as everyone thinks of her a Rachel in Friends. Is this happening to you?
- [Why You Need to Snap Out of It](https://www.salestrainingwerks.com/why-you-need-to-snap-out-of-it/) - What does a rubber band have to do with a positive mindset? The answer isn't what you might think. First, what happened that I even thought of the rubber band idea again? See, one of the sales leaders in
- [I Dare You to Do a 5:00 Sales Blast](https://www.salestrainingwerks.com/500-sales-blast/) - Patricia became the 4th sales manager within two years to lead a team of 8 sales reps. Out of 5 teams, her's was in fifth place. Within 8 weeks, her team was in first place (and truth be told - the other managers were not happy about that!). In a minute I'll tell you one of her tricks to achieve this feat.
- [Your Old Customers Can Be 10% of This Year's Sales Quota](https://www.salestrainingwerks.com/old-customers-can-10-years-sales-quotas/) - What would your sales reps do if you mandated 10-15% of their upcoming sales quota would need to come from customers who stopped doing business with them?
- [How to Screw Up a Sales Call in 30 Seconds](https://www.salestrainingwerks.com/screw-first-30-seconds-sales-call/) - If you sell for a living this has probably happened to you. Today I had a shocking sales call. What made it worse, the person was selling sales training! Imagine selling sales training to a sales training company – I’m not going to be their typical buyer! Here’s how the conversation went: Sales Rep: Hello.
- [Secrets of What Top Performers Want](https://www.salestrainingwerks.com/secrets-top-performers/) - Sales managers world-wide say they want a top producing sales team. So what are they doing to hire a top performer? By looking at the findings of Sales Benchmark Index’s research of over thousands of sales people and the commonly asked questions and concerns top performers have shared if they are considering changing jobs, we can identify what really makes them tick to build top performing teams and reduce turn over.
- [Dig Your Way Out of a Sales Rut](https://www.salestrainingwerks.com/sales-rut/) - When you see a rep in a rut.. get cranking to help them out. Otherwise it could last longer than a month and that hurts all the way around.
- [Do You Buy or Build A Top Performing Sales Team?](https://www.salestrainingwerks.com/buy-build-sales-team/) - Ugh, there’s an open position on your sales team. Hiring a super hero is important. Or at least someone who can become a super hero, because you want a top producing sales team. So, do you buy or build for the open position? When you buy the new rep from a competitor you probably
- [4 Headsmackingly Simple Ways to Grow Sales](https://www.salestrainingwerks.com/4-headsmackingly-simple-ways-grow-sales/) - These 4 simple ways are so overlooked and that's why sales managers struggle month after month to meet quotas. Want to stop that hamster wheel? Begin integrating these 4 Headsmackingly Simple Ways to Grow Sales and then call to thank me.
- [Don't Spill Your Candy in the Lobby](https://www.salestrainingwerks.com/dont-spill-candy-lobby/) - I read this clever and interesting phrase and story the other day… Don’t spill your candy in the lobby. Heather Baldwin mentioned this phrase in an article In Selling Power magazine. It goes like this: You go to the movies, buy a box of candy, open it before you leave the counter, you’re distracted
- [Motivate With A Chain Saw](https://www.salestrainingwerks.com/motivate-chain-saw/) - Motivating employees isn’t an easy task especially since motivation comes from within. As a manager and leader it’s how you activate each person’s personal achievement drive – what I call the fire in the belly – and bring it out.
- [Stop Failing to Meet Sales Quotas](https://www.salestrainingwerks.com/stop-failing-meet-sales-quotas/) - Has this ever happened to you - 6 weeks in to the new year reps begin saying their goals are too high? Even though the reps went through a vigorous process to determine their goal. Now you’re saying… what the heck… where did this come from?
- [Some Rules Should Be Broken](https://www.salestrainingwerks.com/can-break-rules-2/) - Are you a rules follower? You may not admit it, but you do break the rules? How do I know that? Ummm, I bet you've gone over the speed limit. Jaywalked. Brought your own food to the movie theater. Tasted a sip of wine or beer before your 21st birthday. Stayed out past curfew.
- [Have Your Customer’s Said ‘Wow” Lately?](https://www.salestrainingwerks.com/have-your-customers-said-wow-lately/) - When was the last time you exclaimed, “Wow!” from a customer service experience? The lucky restaurants and bars in Catherine Bell’s territory got their “Wow!” on Valentines Day. See, Catherine was a little down on herself for a slow sales week. She was wondering how to make the next week better.
- [Do Sales Playbooks Create Sales Winners?](https://www.salestrainingwerks.com/do-sales-playbooks-create-sales-winners/) - f I hear sales playbook one more time, I might… I don’t know… Do you think sales playbook is the 2015 and going into 2016 buzz word?
- [Chasing the Big Sales "Win"](https://www.salestrainingwerks.com/chasing-the-big-sales-win/) - Last week 2 sales managers complained they needed ’the big win’ from several of their sales people. What would your year look like if each of your sellers landed the ‘big one’?
- [When Is A Sales Person Not A Sales Person?](https://www.salestrainingwerks.com/when-is-a-sales-person-not-a-sales-person/) - When is a sales person not a sales person? When they get hired at your company. Shocking, yes? You just invested all of this time and money to screen hundreds of resumes to find the perfect sales person – and you finally did.
- [Your Prospects Are Frustrated And Why](https://www.salestrainingwerks.com/why-prospects-are-frustrated-with-your-sellers/) - Customers don't buy... because sellers don't sell. Or at least they aren't selling the right way. How do I know that? Well... Two sales people called this week and immediately launched into their sales “pitch’ (because it wasn’t a conversation) that went like this:
- [Are you a carrot, egg or coffee bean?](https://www.salestrainingwerks.com/are-you-a-carrot-egg-or-coffee-bean/) - Recently on her website (yes I read that from time to time too)… she had this story posted and I thought about you – a sales leader with pressures, deadlines, responsibilities and expectations – and hope it gives you a moment to reflect and stay strong.
- [25 Wayne Dyer Quotes](https://www.salestrainingwerks.com/25-wayne-dyer-quotes/) - In memory of Wayne Dyer's passing, here are 25 quotes of the thousand you'll find in his books, on the internet and beyond.
- [If You Don’t Ask, You Don’t Get and the Competition Does](https://www.salestrainingwerks.com/dont-ask-dont-get-competition/) - In the thirty some years of training sales people, I have found that one common reason they don’t close more sales...... they forget to ask for the decision. Yes, they actually forget to ask – as strange as that sounds.
- [Do Your Proposals Stink?](https://www.salestrainingwerks.com/do-your-proposals-stink/) - Does this happen to your sellers - they don’t hear back from the prospect after they’ve sent the proposal? Does it mean your proposals stink? Not necessarily. More likely than not… It’s all in the set up prior to mailing or emailing the proposal.
- [Ways to Wow Your Customers](https://www.salestrainingwerks.com/ways-to-wow-your-customers/) - When was the last time you had a ‘wow’? The kind of “wow’ that you’re truly surprised and want to talk about?” At the end of a delightful happy hour birthday celebration the waitress presented our check. Here’s how she did it… The receipt was inserted in a box that looked like a book with
- [I Won The Sales Lottery... and You?](https://www.salestrainingwerks.com/i-won-the-sales-lottery-and-you/) - Kristina Guerrero, founder of canine meal company TurboPup. got her lucky break on shark tank on January 16, 2012. Her product was accepted and she went from $17,000 to over $1 million in 2 years
- [4 Steps to Stop Chasing Your Prospects and Start Closing More Deals](https://www.salestrainingwerks.com/stop-chasing-your-prospects-and-start-closing-more-deals/) - Do your sales people seem to be chasing their prospects to return phone calls, set up the next appointment, or even acknowledge receipt of the proposal?
- [Your Sales People Aren't Paid to Do What You Think They are Paid To Do](https://www.salestrainingwerks.com/you-sales-people-arent-paid-to-do-what-you-think-they-are-paid-to-do/) - What do you think are your sales people paid to do? Typical answers are to sell as much product as possible. Nope, that’s not what they are paid to do.
- [Can You Break The Rules?](https://www.salestrainingwerks.com/can-you-break-the-rules/) - 'First Break all the Rules" by Marcus Buckingham and Curt Coffman provides 12 fundamental questions that employees ask of themselves, that great managers / leaders need to answer if they hope to keep their employees motivated and engaged. Are you consistently answering the 12 questions employees ask, and need positive answers to for your team
- [Are You Managing Your Monkeys?](https://www.salestrainingwerks.com/are-you-managing-your-monkeys/) - Do you go home at the end of the workday and feel overwhelmed? Do you look at your to-do list and see that you didn’t get any of your items taken care of? Do you now not only have your to-do list but your sellers added some to it? If the answer is yes, then
- [You Don't Want to Be Boring, Do You?](https://www.salestrainingwerks.com/you-dont-want-to-be-boring-do-you/) - A 9 year old girl and I were sitting in the waiting area at the salon for our nail technicians. Striking up a conversation with her I showed her the two polishes I was considering. One was the same as I had on my nails and the other was a little bolder.
- [Get Out of The Office With Your Sales Teams](https://www.salestrainingwerks.com/get-office/) - If you’ve ever been to Seattle Washington and visited Pikes Market Place you’ve most likely experienced the Fish Mongers. A fun way to incorporate the Fish Philosophy to your sales team is to take them on an outing! What is your outing going to be? One fun outing our team does with sales leaders before our coaching workshop translates easily with your sellers.... Go Bowling!
- [3 Ways to Increase Your Sales Revenue 3X in 3 Weeks](https://www.salestrainingwerks.com/3-ways-increase-sales-revenue-3x-3-weeks/) - Whether your sellers are off to a great start in the quarter...or you’re beginning to worry about your team meeting quota... every top performing sales manager is interested in increasing sales revenues
- [Retain Your New Sales Hires](https://www.salestrainingwerks.com/retain-new-sales-hires/) - Aberdeen study of 230 organizations found that 90% of companies believe their employees make the decision to stay or leave a company within the first year. As a leader establishing a quality onboarding program that goes beyond the first day, first week or first month is crucial.
- [5 Sales Questions to Close More Deals](https://www.salestrainingwerks.com/5-sales-questions-close-deals/) - Busy? Caught up on the hamster wheel? When’s the last time you stopped and checked in with your plan to meet your sales quota? If you're a sales manager making your plan is tough especially since what and how your sales team performs drive it. Sellers tend to get caught up in every day life
- [Finish Strong and Jumpstart Sales for the New Year](https://www.salestrainingwerks.com/finish-strong-jumpstart-sales-new-year/) - It's holiday season, very cold in some parts of the country and world and easy to get into the lazy mindset followed by the proverbial excuse that no one buys at this time of the year. Ask any top producer what they do at the end of they year and you'll be surprised at how
- [4 Hiring Traps Sales Managers Fall into to Fail](https://www.salestrainingwerks.com/4-hiring-traps-sales-managers-fall-fail/) - You’re determined to hire the best and think you did. Then why 30, 60 or 90 days later are you wondering why the seller isn’t living up to your expectations? Where do you weigh in on these 4 traps that set you up for failure and not success? Hiring Challenges Trap 1: Hire from experience
- [Confront Poor Sales Performance](https://www.salestrainingwerks.com/confront-poor-sales-performance/) - Too often managers complain about a seller’s poor sales performance to other mangers or anyone who will listen outside of work colleagues, yet reluctantly have the right conversation with the poor performer. Ignoring the issue or problem will not help it go away or get better. Share on X If there’s anyone on your team
- [5 Facts the Pros Know About Sales Training](https://www.salestrainingwerks.com/5-facts-pros-know-sales-training/) - In a world of ongoing pressure, a constant focus on numbers, a stronger drive to get back on track to solid yearly increases, sales managers worldwide are looking for the secrets to meet sales quotas consistently. I know the secret answer and your competition may know it too. ‘Give a man a fish and he will eat for a
- [Sales Coaching: Do You Really Need It? This Will Help You Decide!](https://www.salestrainingwerks.com/sell-sales-coaching/) - Part 2 of 2 Part Series Oh I hear the groans again. First she wants me to get out of the office and conduct field ride-withs. Now she wants me to take time in the office and have one-on-one coaching sessions. So do you or don’t you want to meet sales quotas consistently? These two
- [High Impact Sales Increases By Riding Around](https://www.salestrainingwerks.com/how-to-increase-sales-riding-around/) - Part 1 of a 2 Part Series When I was a sales manager and Vice President of Sales and Marketing with Harte-Hanks Communications my Management By Objective (MBO) was set-up that 80% of my bonus was based on the number of field rides and 20% on reaching sales targets. That’s quite different than most sales
- [Easy to Use Sales Training Activities](https://www.salestrainingwerks.com/easy-use-sales-training-activities/) - Sales Training is my passion. My mother is quick to tell the story that I knew I was going to be a teacher as soon as I could speak. Being one of four kids and the #2 of the 4, I had a classroom set up in the basement – chairs, desks and a blackboard. When my siblings didn’t
- [5 “Wimpy Words” to Remove from Your Sales Conversations](https://www.salestrainingwerks.com/5-wimpy-words-remove-sales-conversations/) - Guest blog from Nancy Bleeke, Sales Pro Insider The words we use have power. The power to educate, excite, remove fear, and gain commitment as well as provide clarity, comfort, and hope. They also have the power to show our ignorance, focus on ourselves, lack of conviction, and can create fear, confusion, and lack
- [Get into Action and Jumpstart Your Team’s Sales Success](https://www.salestrainingwerks.com/get-action-jumpstart-teams-sales-success/) - Are you ready for your sales team to achieve more? Are you noticing they are in a slump or on a plateau? Do you think they are bored and need to be re-energized? At some time in your life you probably made a conscious decision to achieve something. You probably declared the goal (to yourself
- [The Art of the Start to Sales Conversations](https://www.salestrainingwerks.com/art-start-sales-conversations/) - Guest Blog by Nancy Bleeke, Sales Pro Insider. Author of Conversations That Sell and contributor to 30 Minute Sales Meetings templates. Stephen Covey said, “Begin with the end in mind.” A great tip when preparing for great sales conversations. Yet, it can also set us up for failing early in the sales conversation. We
- [Sales Coaching to Produce Consistent Results](https://www.salestrainingwerks.com/sales-coaching-produces-consistent-results/) - Throughout my 35 years consulting with sales leaders worldwide, combined with my first hand experience as a sales manager and Vice President of Sales and Marketing, whenever I took three particular actions - or my clients listened to me and did the same – the sales team produced significantly more. It’s rewarding to see that
- [If You Don’t Ask, You Don’t Get and the Competition Does: Sales Tips for Closing](https://www.salestrainingwerks.com/dont-ask-dont-get-competition-sales-tips/) - In the thirty some years of training sales people, I have found that one common reason they don’t close more sales is that they forget to ask the question. Yes, they actually forget to ask the question – as strange as that sounds. I notice they are so passionate about the presentation that when they’ve
- [What’s in Your Pipeline?  Selling Techniques to Sell More Today](https://www.salestrainingwerks.com/whats-pipeline-selling-techniques-sell-today/) - Even though prospecting is listed in the job description, there are many sales people who struggle or plain old dislike prospecting. (They won't tell you that in the interview!)
- [Easy to Say Yes Sales Proposals to Increase Sales](https://www.salestrainingwerks.com/easy-say-yes-sales-proposals/) - The team of 18 sales reps placed several recent sales proposals in the middle of the table. They reviewed each proposal and rated whether they were: Compelled to read it Knew what they were buying Felt it was personalized to solve a problem, fill a gap or improve something Believed it could be left behind
- [Keep the Summer Sales Slump at Bay: Sales Techniques to Keep Selling](https://www.salestrainingwerks.com/keep-summer-sales-slump-bay/) - Schools out! While the children are ready for their summer adventures, a big topic amongst working adults is, “Where are you going on your summer vacation?”. So we’re not all that different than our kids with a summer mentality. We need to throw caution to the wind that sellers will begin falling into the big
- [Great Sales Meeting Ideas](https://www.salestrainingwerks.com/great-sales-meeting-ideas/) - Sales meetings are an untapped opportunity for sales training and people development. Keep these 3 E’s in mind - Energize, Engage and Equip - for the most successful sale meeting.
- [10 Ways to Energize Your Sales Team](https://www.salestrainingwerks.com/10-ways-to-energize-your-sales-team/) - Sales Training Blog: 10 Ways to Energize Your Sales Team for more sales results. Sellers want to be engaged, praised, respected and more.
- [Music for Sales Training](https://www.salestrainingwerks.com/music-for-sales-training/) - We're big users of music during our training and I will admit I'm not the music buff I was in the 80's. It seems to take me longer and longer to put my playlists together,
- [5 Top Sales Tips to Get Prospects to Call Salespeople Back](https://www.salestrainingwerks.com/5-top-sales-tips-get-prospects-call-salespeople-back/) - If I had a penny for everytime a sales representative has either complained that people don’t call them back, or asks for tips on how to get prospects and even customers to call back - I could retire early! Although tempting, let’s address these “call back secrets”. Today’s buyer not only busy, they are exceptionally
- [Sales Motivation: 6 Big No’s of Sales Meetings & 6 High Payoff Motivation Tools](https://www.salestrainingwerks.com/sales-motivation-6-big-nos-sales-meetings-6-high-payoff-motivation-tools/) - Delivering sales motivation is a big responsibility. Sales managers gleefully accept the promotion when offered. Even after managing for months or years, they don't always realize how much they influence sellers to excel and can unknowingly de-motivate the team and then wonder why sales aren't where they need to be. There are approximately 20 million
- [5 Selling Techniques that Work: How to Be a Top Sales Producer](https://www.salestrainingwerks.com/5-selling-techniques-that-workhow-to-be-a-top-sales-producer/) - Your sales success depends on a number of factors. Although there isn’t a blueprint as such but there are tips and tricks that you can embrace. The following are my 5 top tips and selling techniques that can help anyone starting out in sales or those looking to develop their sales career further. Selling Techniques
- [3 Sure Fire Ways to Get Prospect Call Backs!](https://www.salestrainingwerks.com/3-ways-to-get-your-prospects-to-call-you-back-sales-training-ideas/) - If I had a penny for every time a sales representative has either complained that people don’t call them back, or asks for tips on how to get prospects who’ve they already met with and even customers to call back - I could retire early! Although tempting, let’s address these ‘big secrets’ and generate some
- [Sales Meeting Themes: What Makes a Good Sales Meeting?](https://www.salestrainingwerks.com/sales-meeting-themes-what-makes-a-good-sales-meeting/) - If you are going to do something, you should do it right. There is no point holding sales meetings just to tick a box. Sales people would rather be out on the road, speaking with prospects and customers; in short, selling. Many sales people think sales meetings are a waste of time, right? Well sales
- [Sales Training Ideas: Take the Boring Out of Sales Training](https://www.salestrainingwerks.com/sales-training-ideas-take-boring-sales-training/) - Have you ever announced to your team that you will be doing sales training meetings or bringing someone in from outside your company for a sales training day and then noticed the eyes starting to roll around? You’re not alone! Mostly, sales training ideas are boring but that is primarily because sales managers are not
- [5 “Do’s” to Ensure Success at Your Sales Meetings and Seminars](https://www.salestrainingwerks.com/5-dos-to-ensure-success-at-your-sales-meetings-and-seminars/) - Sales training article. Successful sales meetings and seminars aren't all that different from a successful sales call. Follow these these 5 tips to ensure that your meetings and seminars will be a success, and that your audience will leave full of hope and promise.
- [Getting the Most Out of Your New Year Sales Kick Off!](https://www.salestrainingwerks.com/getting-the-most-out-of-your-new-year-sales-kick-off/) - The first 7 weeks of the year are “SKO Season” – Sales Kick Off as reported by Sales Benchmark Index. Companies are busy getting the year off to a fast start from January 2 – February 17 with a variety of educational and motivating programs.
- [How to Suck at Sales and Still Blow Your Quota Away](https://www.salestrainingwerks.com/458-2/) - The truth of the matter is, two separate sets of skills are needed to be a top dog. First you have to be great at prioritizing and executing on the hundreds of tasks you tackle each week.
- [Is Workplace Drama Costing You Sales?](https://www.salestrainingwerks.com/is-workplace-drama-costing-you-sales/) - Wokplace drama is costly in loss of productivity. Tips from author Marlene Chism of Stop Workplace Drama to eliminate workplace drama.
- [Create Your Future Now](https://www.salestrainingwerks.com/create-your-future-now/) - How's your year going? This may be an odd question if you are reading this only a few days or weeks into the new year. Yet with blogs, everyone reads them at different times and blogs are like a bad penny* - with the internet - they never go away! Generating a great year for yourself
- [Beware of the Over Preparer](https://www.salestrainingwerks.com/action-beat-perfection-beware-of-the-over-preparer/) - Striving to be perfect is a wonderful thing, yet some sales professionals’ need for perfection ends up being a barrier to higher success for themselves and their company. Don’t let over-preparer syndrome cost you more than you gain.
- [Quality Not Quantity: The Power of One](https://www.salestrainingwerks.com/quality-not-quantity-the-power-of-one/) - Lately, we’ve seen salespeople become a bit paralyzed as they look at all the activities they could be doing to make more sales. Don’t let that ‘I’m overwhelmed’ feeling stop you. Instead of thinking you need to do 20 different things today, focus on the power of one.
- [Time Management and The Last Lecture](https://www.salestrainingwerks.com/time-management-and-the-last-lecture/) - Randy Paush’s book, The Last Lecture, is a best seller, and after reading it, I see why. There is a lot of wisdom in his stories and advice. One story in particular, about time management, hit home with me, because there are always more things we can do to make the most of our precious time.
- [The Big Q – The Skill of Asking the Right Questions](https://www.salestrainingwerks.com/the-big-q-the-skill-of-asking-the-right-questions/) - Asking the best questions is incredibly important. Without finding out the problem, opportunity, want or need first, presenting solutions, products or services is premature, and can easily be dismissed as too expensive, not needed or just annoying. Here are some of the common mistakes sales professionals make when it comes to asking questions and some best practices.
- [Scare Tactics – Selling is Not a Horror Show](https://www.salestrainingwerks.com/scare-tactics-selling-is-not-a-horror-show/) - Are you a fan of horror movies? Various scare tactics with music, visuals and suspense are used to drive the fight or flight response and leave us feeling a little creeped out and unsettled. Not a place most of us want to be for very long. So why would sales strategies focused on scaring people stick around for decades?
- [3 Tips to Engage Your Sales Team](https://www.salestrainingwerks.com/3-tips-to-engage-your-sales-team/) - Keeping your sales team engaged and aligned with the needs of the organization can sometimes be a challenge for sales managers. But the rewards are plentiful: research shows that the more engaged the workforce, the more innovative, productive and profitable the company. Here are three actions you can take to engage your sales team.
- [The 4 Rs of a Great Goal Process](https://www.salestrainingwerks.com/the-4-rs-of-a-great-goal-process/) - Goal transparency, or having specific, written and measurable outcomes that we are working toward, is such an important part of sales success and productivity. The following process – the 4 R process for goal clarity – will help you set reasonable and realistic goals that you will achieve.
- [8 Quick Tips for Reaching Your Goals](https://www.salestrainingwerks.com/8-quick-tips-for-reaching-your-goals/) - What successful business professional doesn’t want to achieve their goals? None that I know of, yet things get in the way – barriers/obstacles that we call “life” make it more difficult. Here are 8 quick tips for reaching your goals.
- [4 Ways to Be a Great Manager Today](https://www.salestrainingwerks.com/4-ways-to-be-a-great-manager-today/) - The makeup of the labor force, the economy, and the culture are constantly changing. What worked well 10 years ago (or even yesterday) might not be the best approach for today. Here are four ways to be a great manager today.
- [Email Prospecting That Gets Read](https://www.salestrainingwerks.com/email-prospecting-that-gets-read/) - Email prospecting is definitely on the rise. And it has a bad rap because we are inundated with so much spam. So does email prospecting work? Here are a few tips if you want to use email as part of your prospecting approach and make it stand out from the junk.
- [Problem Solving is Critical to a Sales Professional’s Success in Today’s Economy](https://www.salestrainingwerks.com/problem-solving-is-critical-to-a-sales-professionals-success-in-todays-economy/) - The skill of identifying problems and then reducing or eliminating them for prospects is absolutely necessary for a sales professional’s success in today’s economy. Here are a few things you can do with your team to help them become problem solvers.
- [Using a System is Critical to a Sales Professional’s Success](https://www.salestrainingwerks.com/using-a-system-is-critical-to-a-sales-professionals-success/) - Vince Lombardi, the legendary football coach from Wisconsin said: “Perfect practice makes perfect.” How true that is! Take most anything you do – whether it’s tying your shoes, driving to work, golfing, tennis, etc. – and find the system that accomplishes the task – and then repeat.
- [Prospecting is Easy with the Right Tools](https://www.salestrainingwerks.com/prospecting-is-easy-with-the-right-tools/) - Prospecting has never been harder – or easier. Sales expert Kendra Lee of the KLA Group recently published an article titled “Cool Sales Tools to Make Prospecting Easier.” She discusses some of the best tools out there to help you with everything – from identifying your best prospects, writing a powerful email and attracting them to you. We had to share the best points.
- [Skills Critical to a Sales Professional’s Success in Today’s Economy: The Stop, Drop and Roll of Working Through Objections](https://www.salestrainingwerks.com/skills-critical-to-a-sales-professionals-success-in-todays-economy-the-stop-drop-and-roll-of-working-through-objections/) - Let’s face it - there have ALWAYS been objections in sales – is today really different? The objections might be stronger or different – but skilled sales professionals know how to work through them. Here is a quick 3-step process to help you work through objections.
- [WiifT’s are Critical to a Sales Professionals’ Success](https://www.salestrainingwerks.com/wiifts-are-critical-to-a-sales-professionals-success/) - Articulating value is placing the focus entirely on your customer. It’s otherwise known as the WiifT effect, or “What’s in it for Them.” Value is all about what’s in it for Them, and often sellers are so caught up in what they sell and how wonderful it is that they spend more time in “all about me” mode instead of focusing on “What’s in it for Them.”
- [Prospect  Like a Pro](https://www.salestrainingwerks.com/prospect-like-a-pro/) - At Sharpenz we believe there are five skills critical to a sales professional’s success in this economy, and the first is prospecting. Here are 5 tips to have you prospecting like a pro.
- [Stand Tall: Improving Your Sales Posture](https://www.salestrainingwerks.com/stand-tall-improving-your-sales-posture/) - What do you think of someone with a slouching posture? Lack of confidence? No energy? Sloppy? A slouching posture can happen in our sales, too! If by chance you’ve taken a recent look in the mirror and noticed yourself slouching bit, then it’s time for a productivity makeover.
- [Customer Focus: How Resolving a Complaint Can Win you the Game](https://www.salestrainingwerks.com/customer-focus-how-resolving-a-complaint-can-win-you-the-game/) - Last week I wrote about my challenge of getting through a phone system at a local furniture store. It was a three strikes, dust in your face, ugly out! This whole situation reminded me of a study conducted by the Washington, DC-based Technical Assistant Research Programs, Inc., on the cost of an unresolved complaint.
- [Sales and Service: 7 Steps for Positive Customer Interaction](https://www.salestrainingwerks.com/sales-and-service-7-steps-for-positive-customer-interaction/) - During every customer interaction, whether it’s three minutes or an hour, you leave something behind…a person who is either better or worse off than before their contact with you. To build customer loyalty we need to leave each person better. Here are seven things you can do to make sure you have a positive interaction with your customer.
- [Focus on the WIIFT for a Powerful Presentation](https://www.salestrainingwerks.com/focus-on-the-wiift-for-a-powerful-presentation/) - A while back I had the opportunity to work for nearly two days with the best-of-the-best sales pros in a client company when I presented a workshop titled “Powerful Presentations.” A key idea in this workshop was that our sales presentations are more powerful when we focus on WIIFT – What’s in it for Them – from the open of the presentation through the close.
- [Increasing Sales and Productivity: Action and Fundamentals](https://www.salestrainingwerks.com/increasing-sales-and-productivity-action-and-fundamentals/) - I recently surveyed dozens of sales managers about tools and solutions they use to help their sales teams be more productive and successful in selling. When I analyzed these expert sales managers’ feedback, the key ingredient or “secret” to high sales productivity is ACTION! Another important aspect of success and sales performance is focusing on the fundamentals.
- [5 Skills Critical to a Sales Professional’s Success in Today’s Economy: Equipping Your Team to Succeed](https://www.salestrainingwerks.com/5-skills-critical-to-a-sales-professionals-success-in-todays-economy-equipping-your-team-to-succeed/) - It might seem like it’s a different sales world out there today compared to just a few years ago. At Sharpenz we believe there are five skills critical to a sales professional’s success in this economy: prospecting, working through objections, problem solving, articulating value and following a sales system. Here’s a brief description of each:
- [Do You Wish There Was An Easier Way To Respond to Sales Objections?](https://www.salestrainingwerks.com/do-you-wish-there-was-an-easier-way-to-respond-to-sales-objections/) - Customers are saying ‘It costs too much.” “Business is slow I don’t need to advertise.” And most sellers have a prepared response. Unintentionally, these responses are often framed to prove the customer wrong. There’s a better sales technique. It’s very simple: You don’t need to have an answer. You only need a question!
- [Multi-tasking: How to Take the “Crazy” Out of Crazy Busy](https://www.salestrainingwerks.com/multi-tasking-how-to-take-the-crazy-out-of-crazy-busy/) - If you consider yourself a “multi-tasker” and often reply “crazy busy” when people ask you how you’re doing, then you should listen up. A recent analysis from the business research firm Basex, estimates that extreme multi-tasking costs the US more than $650 billion a year in lost productivity. Here are a few tips to minimize multi-tasking and get more done.
- [Maintain Your Relationships: It Doesn’t Pay to Play Hide ‘N Seek in Today’s Economy](https://www.salestrainingwerks.com/maintain-your-relationships-it-doesnt-pay-to-play-hide-n-seek-in-todays-economy/) - Remember the thrill of hide 'n seek? Finding the perfect place to hide out until "all was clear" and someone else was found so you could win the game? Unfortunately, some sales professionals are using the current economy as a reason to hide out until the economy picks up too. And while they are hiding, others are seeking and strengthening relationships and winning new business every day!
- [Stepping Beyond Consultative Sales: A Real World Example](https://www.salestrainingwerks.com/stepping-beyond-consultative-sales-a-real-world-example-2/) - Who wants to be “told” or “pitched” information? Not many people. Most people want to be next to you exploring a topic and adding their input to the discussion. They want to be collaborators.
- [Multi-tasking: Crazy Busy, or Just Crazy?](https://www.salestrainingwerks.com/multi-tasking-crazy-busy-or-just-crazy/) - I often observe sales and service professionals who are so busy and who believe that multi-tasking during phone calls, conferences, while driving, etc. makes them more productive. My friend Kelly calls this “wearing your Busy Badge.” Does this sound like you? I know it can be me. That is why it was interesting to research information on the productivity of us busy people.
- [Goals are Dreams with Deadlines: How Goal Clarity Will Get You Where You Want](https://www.salestrainingwerks.com/goals-are-dreams-with-deadlines-how-goal-clarity-will-get-you-where-you-want/) - Recently, many of my “students” have told me they CAN’T set goals because everything is changing and they aren’t sure what tomorrow holds. Changing economies is exactly WHY we should set goals! Here is an easy 5-step process to make goal clarity efficient and successful.
- [Stepping Beyond Consultative Sales: A Real World Example](https://www.salestrainingwerks.com/stepping-beyond-consultative-sales-a-real-world-example/) - Who wants to be “told” or “pitched” information? Not many people. Most people want to be next to you exploring a topic and adding their input to the discussion. They want to be collaborators.
- [How to Jumpstart Your Sales in a Stalled Economy with a GREAT Sales Process](https://www.salestrainingwerks.com/how-to-jumpstart-your-sales-in-a-stalled-economy-with-a-great-sales-process/) - A tough economy may seem like an improbable time to move current and prospective customers forward to a sale. Yet, it can actually be a great time – if you position yourself as a strategic consultant so customers realize they should not wait. Here are some ways to strengthen your strategic value.
- [Expand Your Precious Time with Sales Meetings](https://www.salestrainingwerks.com/expand-your-precious-time-with-sales-meetings/) - Time. Such a fleeting thing for most of us. We can’t add a 25th hour in our day, so the question becomes, how do we get more time? The answer is by being more timely. And you can do that with sales meetings.
- [How to Make “Time” for Timely Sales Meetings](https://www.salestrainingwerks.com/how-to-make-time-for-timely-sales-meetings/) - The benefits of sales meetings and consistent and timely connections outside the front line include improvement in readiness, recharging, repeatability and retention. If these benefits are important, then how do you ensure your meetings are timely? Here are several ways.
- [More Timely Tips for Unlocking Great Sales in Today’s Tough Economy](https://www.salestrainingwerks.com/more-timely-tips-for-unlocking-great-sales-in-todays-tough-economy/) - We all know selling in a tough economy can be challenging, but there ARE things you can do to ensure you prosper during these trying times. Here are five more tips for actions you can take to help unlock the potential of your sales activities over the next 90 days.
- [Network Like It’s Your Party](https://www.salestrainingwerks.com/networking-like-its-your-party/) - We all go to a variety of networking functions: mixers, meetings, seminars, conferences. Just showing up certainly doesn’t guarantee anything. What if you treated the next networking function like it was your party? That means it’s your responsibility to meet and greet everyone in the room.
- [Timely Tips for Unlocking Great Sales in Today’s Tough Economy](https://www.salestrainingwerks.com/timely-tips-for-unlocking-great-sales-in-todays-tough-economy/) - Whether it’s the first of the week, the first of the month or the first of the year, it’s a new beginning! And we don't have to let the economy dictate OUR success. Here are a few key tips for actions that will help you unlock the potential of your sales activities in the next 90 days. The actions you take now are the ones that will set you up for GREAT success.
- [Motivate Your Sales Team with Regularly Scheduled Meetings](https://www.salestrainingwerks.com/motivate-your-sales-team-with-regularly-scheduled-meetings/) - Which would you prefer as a reaction to your sales meeting? “Uh oh. What are they going to make us do now?” or “My manager always makes it interesting!” As a sales manager, how do you get a positive reaction from your team when you ask for their time? One of the best ways is holding regular scheduled meetings.
- [Getting the Back 9 to Count in Increasing Your Sales: It’s All About Process](https://www.salestrainingwerks.com/getting-the-back-9-to-count-in-increasing-your-sales-its-all-about-process/) - What could golf possibly have to do with increasing your sales? And if you aren’t a golfer do you really care? Well, my golf game the other day gave me a wake up call to increasing sales that can apply to everyone in the field, golfer or not. It’s all about process.
- [The Give and Take of Business: 3 Lessons on the Reciprocity of Referrals](https://www.salestrainingwerks.com/the-give-and-take-of-business-3-lessons-on-the-reciprocity-of-referrals/) - Want to grow your business in a tough economy? Use the power of reciprocity when asking for referrals from existing customers to grow your sales. When we focus on what we give as well as get, we are more successful. Here are three lessons I’ve learned on the give, take and give of referrals.
- [Will They Or Won't They?](https://www.salestrainingwerks.com/success-in-sales-5-success-factors-that-matter/) - What does it take to be successful in sales? Many would say great selling skills and expertise. Both are equally important. However, to truly be successful more is needed! We have found that the top performing sales professionals we know all have 5 Success Factors in common.
- [Proper Preparation Prevents Poor Performance: Tips & Tools to Increase Productivity](https://www.salestrainingwerks.com/proper-preparation-prevents-poor-performance-tips-tools-to-increase-productivity/) - Prior proper planning prevents poor performance. It may be a tongue twister, but it’s important to remember that our productivity is greatly increased when we make the time to prepare. Preparation is a discipline and successful professionals make the time. Here are five ways to do your homework and prepare.
- [Motivate Your Sales Team by Making Your Meetings STICK!](https://www.salestrainingwerks.com/motivate-your-sales-team-by-making-your-meetings-stick/) - If you really want to motivate your sales team, you need to hold regular, productive meetings. What does that look like? Sales meetings should equip your sellers to sell more and should be about more than operation and product updates. The key is to make your meetings STICK.
- [Sharpen Your Greatest Sales Tool: Bring MORE to Your Sales Meetings](https://www.salestrainingwerks.com/sharpen-your-greatest-sales-tool-bring-more-to-your-sales-meetings/) - When you hear the term “sales tool,” what comes to mind? CRM, Blackberry, laptop? As you mentally list the tools provided for your sellers, do you include your sales meetings on the list? Think about it: In an effective sales meeting, the time you give, the experience of the team and a focus on sharpening everyone for success can make the meeting one of the greatest sales tools of all!
- [Negativity Has Left the Building:  Focus on the Positive & Show Negativity the Door](https://www.salestrainingwerks.com/negativity-has-left-the-building-focus-on-the-positive-show-negativity-the-door/) - by Alice Kemper It’s the beginning of August, and I just received a phone call from someone I met at a July 4th Bar-B-Q. Quite honestly I had forgotten about this particular conversation until the phone call today. You see, I had given this person a personal challenge and asked him to try it for
- [Turning “Lost” Customers into Great Future Customers](https://www.salestrainingwerks.com/turning-lost-customers-into-great-future-customers/) - The search for lost customer sales treasure does take work - but the upside of the effort is huge. You never know what hidden gems of business you might find in your lost customers. Once you’ve identified lost customers with the potential of becoming great new customers, ask yourself a few questions and then make contact.
- [Check Your Lost and Found File: Former Customers Make Great Future Customers](https://www.salestrainingwerks.com/check-your-lost-and-found-file-former-customers-make-great-future-customers/) - Want to win more business? “Lost” customers are the key! Many salespeople hit the delete key on former customers and focus on new prospects, but this is a big mistake! Former customers make great future customers, so increase your sales by earning the business of customers you’ve “lost” over the years. Here are a few steps you can take to revisit your “lost” customers and increase sales.
- [The Sign of a True Sales Pro - Admitting We’re Never Too Good for Coaching](https://www.salestrainingwerks.com/the-sign-of-a-true-sales-pro-admitting-were-never-too-good-for-coaching/) - Ringggg. Ringggg. Not my favorite sound in the evening. It was Virginia, someone I knew, trying to explain why I needed her services. I hung up feeling like I had dodged the bullet for now…and went on with my evening. Later she called back for advice on what she could have done differently to improve her call. That is a sign of great professionalism.
- [Information Versus Interrogation: The Three ‘I’s of Open-ended Questions](https://www.salestrainingwerks.com/information-versus-interrogation-the-three-is-of-open-ended-questions/) - Every effective sales training course teaches sales professionals to ask their prospects open-ended questions. These are the questions that start with who, what, why, when and how. But when used incorrectly, they can make a needs analysis seem more like an interrogation. Demonstrate professionalism by using the 3 ‘I’s with open-ended questions.
- [Make it About THEM: Sales Meetings That Engage](https://www.salestrainingwerks.com/make-it-about-them-sales-meetings-that-engage/) - Want to increase the value of your sales meetings? Make it about THEM by including your sellers. When you include your sellers and make it about them, they will pay closer attention, participate at higher levels, see a higher perceived value and will be recharged to go out and sell more!

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- [Blog](https://www.salestrainingwerks.com/blog/) - [et_pb_section fb_built=”1″ _builder_version=”4.16″ background_color=”#2185bf” custom_padding=”0px||0px|” custom_padding_tablet=”0px||0px|” transparent_background=”off” padding_mobile=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” global_colors_info=”{}”][et_pb_row padding_mobile=”off” column_padding_mobile=”on” _builder_version=”4.16″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.16″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text admin_label=”Blog” _builder_version=”4.16″ text_font_size=”35px” background_size=”initial” background_position=”top_left” background_repeat=”repeat” text_orientation=”center” background_layout=”dark” module_alignment=”center” custom_margin=”10px||10px|” custom_css_main_element=”font-weight:300;” use_border_color=”off” border_color=”#ffffff” border_style=”solid” global_colors_info=”{}”]Welcome to Our Blog [/et_pb_text][/et_pb_column][/et_pb_row][/et_pb_section][et_pb_section fb_built=”1″ custom_padding_last_edited=”on|desktop” _builder_version=”4.16″ background_color=”#ffffff” custom_padding_tablet=”50px|0|50px|0″ custom_padding_phone=”” transparent_background=”off” padding_mobile=”off” make_fullwidth=”off”
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- [Privacy Policy](https://www.salestrainingwerks.com/privacy-policy/) - [et_pb_section fb_built=”1″ custom_padding_last_edited=”on|desktop” _builder_version=”4.16″ background_color=”#2185bf” custom_padding=”0px||0px|” custom_padding_tablet=”50px|0|50px|0″ custom_padding_phone=”” transparent_background=”off” padding_mobile=”off” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” global_colors_info=”{}”][et_pb_row padding_mobile=”off” column_padding_mobile=”on” _builder_version=”4.16″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.16″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text admin_label=”Privacy Policy” _builder_version=”4.23.1″ text_font_size=”35px” background_size=”initial” background_position=”top_left” background_repeat=”repeat” text_orientation=”center” background_layout=”dark” module_alignment=”center” custom_margin=”10px||10px|” custom_css_main_element=”font-weight:300;” use_border_color=”off” border_color=”#ffffff” border_style=”solid” global_colors_info=”{}”] Privacy Policy [/et_pb_text][/et_pb_column][/et_pb_row][/et_pb_section][et_pb_section fb_built=”1″ admin_label=”section” _builder_version=”4.16″ global_colors_info=”{}”][et_pb_row admin_label=”row” _builder_version=”4.16″ background_size=”initial”
- [Leadership Tips](https://www.salestrainingwerks.com/salesmeetings/leadership-tips/) - [et_pb_section fb_built=”1″ fullwidth=”on” custom_padding_last_edited=”on|desktop” _builder_version=”3.22″ background_color=”#555555″ custom_padding_tablet=”50px|0|50px|0″ custom_padding_phone=”” transparent_background=”off” padding_mobile=”off” make_fullwidth=”off” use_custom_width=”off” width_unit=”on”][et_pb_fullwidth_menu menu_id=”41″ submenu_direction=”downwards” fullwidth_menu=”off” module_id=”members-menu” _builder_version=”3.0.76″ background_color=”#555555″ background_layout=”dark”] [/et_pb_fullwidth_menu][/et_pb_section][et_pb_section fb_built=”1″ custom_padding_last_edited=”on|desktop” _builder_version=”3.22″ custom_padding=”||10px|” custom_padding_tablet=”50px|0|50px|0″ custom_padding_phone=”” transparent_background=”off” padding_mobile=”off” make_fullwidth=”off” use_custom_width=”off” width_unit=”on”][et_pb_row padding_mobile=”off” column_padding_mobile=”on” module_class=”box-col” _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” column_structure=”1_3,1_3,1_3″][et_pb_column type=”1_3″ _builder_version=”3.25″ custom_padding=”|||” custom_padding__hover=”|||”][et_pb_image src=”https://www.salestrainingwerks.com/wp-content/uploads/2016/01/coaching.jpg” align_tablet=”center” align_last_edited=”on|desktop” admin_label=”Coaching” _builder_version=”3.23″ custom_margin=”||5px|” animation=”off” sticky=”off”

## Downloads

- [125 Motivational Quotes](https://www.salestrainingwerks.com/download/9887/?tmstv=1789313885)
- [Amazing Movie Clips](https://www.salestrainingwerks.com/download/9882/?tmstv=1789313885)
- [Crush First 90 Days](https://www.salestrainingwerks.com/download/9879/?tmstv=1789313885)
- [3 Quota Busting](https://www.salestrainingwerks.com/download/9876/?tmstv=1789313885)
- [6 killer hacks](https://www.salestrainingwerks.com/download/9873/?tmstv=1789313885)
- [15 Minute Sales Huddle Energizers](https://www.salestrainingwerks.com/download/9860/?tmstv=1789313885)
- [68 Objections Free Resource](https://www.salestrainingwerks.com/download/9853/?tmstv=1789313885)
- [5 Minutes to Sales Call Success](https://www.salestrainingwerks.com/download/6602/?tmstv=1789313885)
- [The Giant Within](https://www.salestrainingwerks.com/download/6607/?tmstv=1789313885)
- [Resurrecting The Stalled Deal](https://www.salestrainingwerks.com/download/6609/?tmstv=1789313885)
- [If You Don’t Ask, The Competition Does](https://www.salestrainingwerks.com/download/6611/?tmstv=1789313885)
- [Better Questions](https://www.salestrainingwerks.com/download/6613/?tmstv=1789313885)
- [Are You Stuck?](https://www.salestrainingwerks.com/download/6615/?tmstv=1789313885)
- [Are you a 10?](https://www.salestrainingwerks.com/download/6617/?tmstv=1789313885)
- [People Buy Value](https://www.salestrainingwerks.com/download/7098/?tmstv=1789313885)
- [Working Through Objections](https://www.salestrainingwerks.com/download/7122/?tmstv=1789313885)
- [Message From a Con Man](https://www.salestrainingwerks.com/download/7124/?tmstv=1789313885)
- [What's Your Voice Message Saying?](https://www.salestrainingwerks.com/download/7126/?tmstv=1789313885)
- [You Had Me At Hello](https://www.salestrainingwerks.com/download/7128/?tmstv=1789313885)
- [What Do You Do](https://www.salestrainingwerks.com/download/7130/?tmstv=1789313885)
- [Message From A Navy Seal](https://www.salestrainingwerks.com/download/7132/?tmstv=1789313885)
- [Innovate Your Touch Points](https://www.salestrainingwerks.com/download/7134/?tmstv=1789313885)
- [Differentiate From The Competition](https://www.salestrainingwerks.com/download/7136/?tmstv=1789313885)
- [Generating Ideas Through Mind Mapping](https://www.salestrainingwerks.com/download/7138/?tmstv=1789313885)
- [Leap Tall Buildings At A Single Bound](https://www.salestrainingwerks.com/download/7140/?tmstv=1789313885)
- [Your Handshake What's It Mean?](https://www.salestrainingwerks.com/download/7142/?tmstv=1789313885)
- [The Rule of 3](https://www.salestrainingwerks.com/download/7144/?tmstv=1789313885)
- [Navigating The Sales Trail](https://www.salestrainingwerks.com/download/7146/?tmstv=1789313885)
- [Perception is Reality](https://www.salestrainingwerks.com/download/7148/?tmstv=1789313885)
- [No New Customers Allowed](https://www.salestrainingwerks.com/download/7150/?tmstv=1789313885)
- [Lose The Glazy Eyed Look](https://www.salestrainingwerks.com/download/7152/?tmstv=1789313885)
- [Advancing The Sale](https://www.salestrainingwerks.com/download/7154/?tmstv=1789313885)
- [Are You Unforgettable?](https://www.salestrainingwerks.com/download/7156/?tmstv=1789313885)
- [Your Out of Office Email Says a Lot](https://www.salestrainingwerks.com/download/7158/?tmstv=1789313885)
- [Silence is Gold](https://www.salestrainingwerks.com/download/7160/?tmstv=1789313885)
- [Round Robin Selling](https://www.salestrainingwerks.com/download/7162/?tmstv=1789313885)
- [Bring The Love Back](https://www.salestrainingwerks.com/download/7164/?tmstv=1789313885)
- [Do You Want To Be In Movies?](https://www.salestrainingwerks.com/download/7166/?tmstv=1789313885)
- [Sales Objections The Easy Way](https://www.salestrainingwerks.com/download/7168/?tmstv=1789313885)
- [Beg or Brag](https://www.salestrainingwerks.com/download/7170/?tmstv=1789313885)
- [Warrior Wisdom](https://www.salestrainingwerks.com/download/7172/?tmstv=1789313885)
- [Get Your Foot In The Door](https://www.salestrainingwerks.com/download/7174/?tmstv=1789313885)
- [The Power of LinkedIn](https://www.salestrainingwerks.com/download/7176/?tmstv=1789313885)
- [Keeping The Pipeline Full](https://www.salestrainingwerks.com/download/7178/?tmstv=1789313885)
- [One Degree Extra](https://www.salestrainingwerks.com/download/7180/?tmstv=1789313885)
- [Will They Say Tell Me More](https://www.salestrainingwerks.com/download/7182/?tmstv=1789313885)
- [Beware of Those Who Want To Change](https://www.salestrainingwerks.com/download/7184/?tmstv=1789313885)
- [Personal Writing Made Easy](https://www.salestrainingwerks.com/download/7186/?tmstv=1789313885)
- [Know What's Next Before You Leave](https://www.salestrainingwerks.com/download/7188/?tmstv=1789313885)
- [Rapid Fire Pump Me Up](https://www.salestrainingwerks.com/download/7190/?tmstv=1789313885)
- [Think Like a Winner](https://www.salestrainingwerks.com/download/7192/?tmstv=1789313885)
- [To Judge or Not to Judge](https://www.salestrainingwerks.com/download/7194/?tmstv=1789313885)
- [The Goldmine in Old Contacts](https://www.salestrainingwerks.com/download/7196/?tmstv=1789313885)
- [Growing Your Business](https://www.salestrainingwerks.com/download/8010/?tmstv=1789313885)
- [Customer Loyalty](https://www.salestrainingwerks.com/download/8023/?tmstv=1789313885)
- [Working Through Objections: Acknowledge and Educate](https://www.salestrainingwerks.com/download/8025/?tmstv=1789313885)
- [Account Swap](https://www.salestrainingwerks.com/download/8027/?tmstv=1789313885)
- [Clever Delivery](https://www.salestrainingwerks.com/download/8029/?tmstv=1789313885)
- [If Only I Knew](https://www.salestrainingwerks.com/download/8031/?tmstv=1789313885)
- [Sales Prep to Close More Deals](https://www.salestrainingwerks.com/download/8033/?tmstv=1789313885)
- [Funnel Questions](https://www.salestrainingwerks.com/download/8034/?tmstv=1789313885)
- [Lose The Negative](https://www.salestrainingwerks.com/download/8036/?tmstv=1789313885)
- [First Impressions](https://www.salestrainingwerks.com/download/8038/?tmstv=1789313885)
- [Now To Wow](https://www.salestrainingwerks.com/download/8040/?tmstv=1789313885)
- [Creating Your Future Now](https://www.salestrainingwerks.com/download/8042/?tmstv=1789313885)
- [Your Product Has A New Job Interview](https://www.salestrainingwerks.com/download/8090/?tmstv=1789313885)
- [Snap Out of it](https://www.salestrainingwerks.com/download/8092/?tmstv=1789313885)
- [Let's Start Connecting](https://www.salestrainingwerks.com/download/8094/?tmstv=1789313885)
- [The Win-Loss Drivers Part 1](https://www.salestrainingwerks.com/download/8096/?tmstv=1789313885)
- [The Win-Loss Drivers Part 2](https://www.salestrainingwerks.com/download/8098/?tmstv=1789313885)
- [No More Features-It's All About Benefits](https://www.salestrainingwerks.com/download/8100/?tmstv=1789313885)
- [Rattle Some Cages](https://www.salestrainingwerks.com/download/8103/?tmstv=1789313885)
- [Advance The Pipeline with Noble Purpose](https://www.salestrainingwerks.com/download/8105/?tmstv=1789313885)
- [Where Have I Been and Where Am I Going?](https://www.salestrainingwerks.com/download/8107/?tmstv=1789313885)
- [Invite a Guest](https://www.salestrainingwerks.com/download/8109/?tmstv=1789313885)
- [Benefits on Steroids](https://www.salestrainingwerks.com/download/8111/?tmstv=1789313885)
- [Removable Obstacles](https://www.salestrainingwerks.com/download/8113/?tmstv=1789313885)
- [Let's Track What I Can Control](https://www.salestrainingwerks.com/download/8115/?tmstv=1789313885)
- [Push and Pull](https://www.salestrainingwerks.com/download/8117/?tmstv=1789313885)
- [The Road To Success](https://www.salestrainingwerks.com/download/8119/?tmstv=1789313885)
- [The Power of Prep](https://www.salestrainingwerks.com/download/8121/?tmstv=1789313885)
- [Creative Thinking As Business as Unusual](https://www.salestrainingwerks.com/download/8123/?tmstv=1789313885)
- [It's A Stretch](https://www.salestrainingwerks.com/download/8125/?tmstv=1789313885)
- [The Answer to Win More Deals](https://www.salestrainingwerks.com/download/8127/?tmstv=1789313885)
- [Guarantee Future Success - Then Assess](https://www.salestrainingwerks.com/download/8129/?tmstv=1789313885)
- [The Competitive Advantage](https://www.salestrainingwerks.com/download/8131/?tmstv=1789313885)
- [The Winning Mentality](https://www.salestrainingwerks.com/download/8143/?tmstv=1789313885)
- [Texting While Walking](https://www.salestrainingwerks.com/download/8146/?tmstv=1789313885)
- [Give A Little Love](https://www.salestrainingwerks.com/download/8148/?tmstv=1789313885)
- [Lessons From The Wisdom of Geese](https://www.salestrainingwerks.com/download/8150/?tmstv=1789313885)
- [10 Rules For Better Conversations](https://www.salestrainingwerks.com/download/8151/?tmstv=1789313885)
- [Try Something New For 30 Days](https://www.salestrainingwerks.com/download/8152/?tmstv=1789313885)
- [Even Eagles Need a Push](https://www.salestrainingwerks.com/download/8153/?tmstv=1789313885)
- [How Successful People Think](https://www.salestrainingwerks.com/download/8158/?tmstv=1789313885)
- [Lessons from 100 Days of Rejection](https://www.salestrainingwerks.com/download/8159/?tmstv=1789313885)
- [Is Fear Holding You Back?](https://www.salestrainingwerks.com/download/8160/?tmstv=1789313885)
- [Invest in Yourself](https://www.salestrainingwerks.com/download/8164/?tmstv=1789313885)
- [8 Secrets to Success](https://www.salestrainingwerks.com/download/8165/?tmstv=1789313885)
- [No More Prospecting Silence](https://www.salestrainingwerks.com/download/8170/?tmstv=1789313885)
- [Are You Guilty?](https://www.salestrainingwerks.com/download/8203/?tmstv=1789313885)
- [Collaborative Problem Solving](https://www.salestrainingwerks.com/download/6605/?tmstv=1789313885)
- [What Would You Do?](https://www.salestrainingwerks.com/download/8205/?tmstv=1789313885)
- [Creating-Future-of-Transformation-Wksht.pdf](https://www.salestrainingwerks.com/download/9273/?tmstv=1789313885)
- [Monetize-Value-Worksheet.pdf](https://www.salestrainingwerks.com/download/9285/?tmstv=1789313885)
- [68-Swipe_Objections_v101.pdf](https://www.salestrainingwerks.com/download/9307/?tmstv=1789313885)
- [If You've Never Failed, You've Never Lived](https://www.salestrainingwerks.com/download/9314/?tmstv=1789313885)

## Categories

- [Uncategorized](https://www.salestrainingwerks.com/category/uncategorized/)
- [Sales Meetings](https://www.salestrainingwerks.com/category/salesmeetings/)
- [Sales Tips](https://www.salestrainingwerks.com/category/tips/)
- [Selling Skills](https://www.salestrainingwerks.com/category/sellingskills/)
- [Sales Leadership](https://www.salestrainingwerks.com/category/leadership/)
- [Sales](https://www.salestrainingwerks.com/category/sales/)
- [Miscellaneous](https://www.salestrainingwerks.com/category/miscellaneous/)
- [Sales Coaching](https://www.salestrainingwerks.com/category/sales-coaching/)

## Tags

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- [Sales](https://www.salestrainingwerks.com/tag/sales/)
- [sales booster](https://www.salestrainingwerks.com/tag/sales-booster/)
- [sales managers training](https://www.salestrainingwerks.com/tag/sales-managers-training/)
- [sales meeting ideas](https://www.salestrainingwerks.com/tag/sales-meeting-ideas/)
- [sales professionals training](https://www.salestrainingwerks.com/tag/sales-professionals-training/)
- [sales team training](https://www.salestrainingwerks.com/tag/sales-team-training/)
- [sales training](https://www.salestrainingwerks.com/tag/sales-training/)
- [sales workshops](https://www.salestrainingwerks.com/tag/sales-workshops/)
- [Sales Tips](https://www.salestrainingwerks.com/tag/sales-tips/)
- [Selling Skills](https://www.salestrainingwerks.com/tag/selling-skills/)
- [sales techniques](https://www.salestrainingwerks.com/tag/sales-techniques/)
- [Sales Leadership](https://www.salestrainingwerks.com/tag/sales-leadership/)
- [handling objections](https://www.salestrainingwerks.com/tag/handling-objections/)
- [respond to objections](https://www.salestrainingwerks.com/tag/respond-to-objections/)
- [sales training ideas](https://www.salestrainingwerks.com/tag/sales-training-ideas/)
- [sales training tips](https://www.salestrainingwerks.com/tag/sales-training-tips/)
- [selling techniques](https://www.salestrainingwerks.com/tag/selling-techniques/)
- [sales meetings](https://www.salestrainingwerks.com/tag/sales-meetings/)
- [sales meeting themes](https://www.salestrainingwerks.com/tag/sales-meeting-themes/)
- [sales meeting training](https://www.salestrainingwerks.com/tag/sales-meeting-training/)
- [sales coaching](https://www.salestrainingwerks.com/tag/sales-coaching/)
- [sales motvation](https://www.salestrainingwerks.com/tag/sales-motvation/)
- [sales training exercises](https://www.salestrainingwerks.com/tag/sales-training-exercises/)
- [sales proposals](https://www.salestrainingwerks.com/tag/sales-proposals/)
- [sales success tips](https://www.salestrainingwerks.com/tag/sales-success-tips/)
- [sales managers](https://www.salestrainingwerks.com/tag/sales-managers/)
- [sales motivation](https://www.salestrainingwerks.com/tag/sales-motivation/)
- [sales management](https://www.salestrainingwerks.com/tag/sales-management/)
- [sales skills](https://www.salestrainingwerks.com/tag/sales-skills/)
- [sales tip](https://www.salestrainingwerks.com/tag/sales-tip/)
- [fix my sales](https://www.salestrainingwerks.com/tag/fix-my-sales/)
- [#fixmysales](https://www.salestrainingwerks.com/tag/fixmysales/)
- [#salestips](https://www.salestrainingwerks.com/tag/salestips/)
- [#salestraining](https://www.salestrainingwerks.com/tag/salestraining/)

## WPEP Categories

- [Expert Messages](https://www.salestrainingwerks.com/course_category/expert-messages/)
- [Leadership Tips](https://www.salestrainingwerks.com/course_category/leadership-tips/)
- [The Perfect Month Collection](https://www.salestrainingwerks.com/course_category/the-perfect-month-collection/)

## Download Categories

- [Month 01](https://www.salestrainingwerks.com/?dlm_download_category=month-01)
- [Month 02](https://www.salestrainingwerks.com/?dlm_download_category=month-02)
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