Sales training is great. It teaches skills and produces immediate results. But, unfortunately sales training only truly changes behavior long-term if there is accountability. The ASTD (American Society for Training & Development) says that only … Read more
A good sales person is prepared for every call. A good sales person is prepared for anything. Sales is all about sharing information, and you have to have the right information, because being without it … Read more
Your prospect has to buy you before he can buy from you. Likability helps, but isn’t key. Sure, if you’re a nice guy I’m more likely to buy my cup of coffee from you in … Read more
Whether you are looking to start a career in insurance sales or changing industries from your current vocation, there is a right way and a wrong way to become successful in the insurance industry. First … Read more
The Duke of Wellington close in sales, is named after the first duke of Wellington, who was the English commander in chief who defeated Napoleon in the battle of Waterloo. The Duke was known for … Read more
I work because I have to, but I work in sales because I choose to. To me it is the most enjoyable field to work in. Why? I’m a people’s person. I love dealing with … Read more
Someone walked into my office the other day and tried to sell me a charity subscription. It was one of those donation plans that automatically take money from your account every month. The moment I … Read more
Sales techniques, Sales training
In the end, sales is about closing deals. Just like football is about scoring. But just like in football, sales is not just about scoring, you have to have a good strategy and you have … Read more
Selling to consumers is fun. There is not as much pressure, you usually don’t have to work late and closing a deal usually doesn’t require as much effort. B2B is where the pressure is at. … Read more
I once made a big upsell while I was training one of my sales reps. The rep had been with us for a few months, but I would still accompany him on appointments every now … Read more
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