The nature vs. nurture question has been applied to every human behavioural trait over the eons. Drilling down, we find that the fundamental abilities that lead to sales success are found in the essential constituents of the human personality. You may think that sounds like bad news for people who fear the idea that you … Read more
Effective teamwork is the way leaders achieve big goals. Learning to work well as a team strengthens coworkers’ collective performance. Many managers have difficulty building a cohesive team, which limits their potential for success. Leaders who learn how to foster teamwork can take their companies to new levels of financial performance. A leader must be … Read more
“Not another training session,” say many salespeople when they hear there is sales training being scheduled. In fact, the people that say this are the people that likely need the training the most. If you’re asking the question about whether sales training can help make you more money, though, you’re likely not in the group that … Read more
It’s easy to put off prospecting. It doesn’t immediately rack up sales and it can be time-consuming. However, it’s critical to your success. Before you can close sales, you have to fill the funnel. And, you have to keep filling the funnel week after week. If you aren’t excited by the prospect of prospecting, you’re … Read more
Conflict management is recognised as a standard leadership skill. That’s because conflict in the workplace is inevitable. Wherever people are trying to accomplish anything together, or even just near each other, conflicts naturally arise. Therefore, good leadership is not in trying to figure out how to avoid workplace conflict, which actually can’t be done. It’s … Read more
The best salespeople are always looking to improve. As you advance in your sales career, however, you may forget that some basic building blocks form the foundation of a successful sales approach. These seven simple tips can help new sellers and experienced salespeople to improve their performance. Qualify Your Prospects You do everything right in … Read more
Sales objections are a natural reality of buying and selling, which means they are unavoidable for even the best of sales presenters. Therefore, being an successful closer requires skills beyond presentation of product features and benefits. Strong closers must also be proficient in managing sales objections that are bound to come up in a significant … Read more
You know you can’t do everything yourself. There aren’t enough hours in the day to take care of everything and you also know you’ve got bigger things to worry about. So why is it so hard for executives to delegate? You know you can do the job better than anyone else. Delegating may equal accepting … Read more
Before you can even think about closing a sale, there’s work you need to do first. Unless you have some incredible offer that’s just too good to pass up, you’ve got to get the fundamentals down first. Do your due diligence. You need to put in enough time and effort to uncover the underlying factors … Read more
Sales is about connecting with people, gaining their trust, and finding the right solution to solve their problems or fill a need. That goes beyond being a people person that can talk to anyone or simply being enthusiastic. How To Be A Good Salesperson Being a great salesperson takes a combination of skills and discipline. While … Read more