Many times, salespeople make the mistake of trying to get a prospect to say "yes" too early in the process. But a great salesperson is good at getting a prospect to just make a decision at the end of a conversation. In this video, sales consultant Aaron Prickel explains why getting a prospect to make a decision - not the final decision - should be the ultimate goal.
In sales, we are always striving to set ourselves apart from other salespeople, especially those who embody all of the bad stereotypes often associated with “salespeople.” In this video, sales consultant Emily Shaw explains that you can accomplish this by placing your focus on your client or prospect throughout the sales process and having the goal of meeting their needs.
Recognizing which beliefs about sales techniques are standing in your way is one of the first steps to improving your approach. In this video, our sales trainer Paul Lushin discusses why sales training techniques can help you overcome the beliefs that are holding you back and focus on closing the deal with your prospect.
When a prospect shows signs of disbelief, such as if a product is a good fit for the organization, salespeople often become defensive and feel the need to prove themselves. In this video, sales trainer Brian Kavicky explains the negative effects that can have and shows the approach you should take in order to calm the prospect and let your confidence prove you are there to help.
When making a prospecting call the goal is simple: to get a meeting. In this video, our sales trainer Rob Lime discusses how trying to accomplish too much in a cold call can provide a prospect with opportunities to disqualify you. He outlines what you should focus on instead to give your prospect a clear reason to meet with you.
Before helping your clients, you need to uncover their true problem. In this video, our sales trainer Shad Tidler shares how you can get to the root of a prospect’s sales pain. He breaks down the sales pain funnel, shares tips on identifying a disqualified prospect, and discusses how understanding sales pain is the key to helping your clients.
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