Negotiation is a fundamental skill for sales professionals. No matter what products or services you are selling, you need to be an effective negotiator to win deals. So why is it that so many sales teams do everything right up until it’s time to close the deal and then struggle in the negotiation phase? There … Read more
Selling isn’t always sexy. Sometimes you have a product that everyone needs, but nobody likes paying for it.
There are plenty of people out there selling a lot of products and services. Unfortunately, most aren’t successful. Only one out of 250 salespeople consistently hit or exceed their targets. It doesn’t happen by accident. In today’s environment, true sales stars have developed a proven formula of sales techniques to generate new business. While personal skills and experience … Read more
Every successful salesperson knows they have to keep their pipeline full if they want to convert prospects to customers. It takes a constant stream of prospects into the pipeline to create a steady stream of conversions. What is Sales Pipeline Management? Sales pipeline management lets you track each of the prospects as they enter and … Read more
Cameron Elliot, Founder & Consultant at Elevate Corporate Training, has a confession to make: he loves his CRM. “I get a little shot of dopamine every time I look at the Deals page,” he said. “It’s like it’s telling me a story about the deals I’ll someday write.” If you don’t get that feeling from … Read more
In its most basic form, the job of a salesperson is simple. You’ve got two ways to be successful. Go out and find more qualified leads to get them into the sales pipeline Move deals down through the funnel It sounds simple but we know, in reality, it’s not that easy. To be successful, you … Read more
“To have a deep, long-lasting relationship that produces mutual satisfaction, trust is the key ingredient,” said Cameron Elliot, Founder and Consultant at Elevate Corporate Training. Before someone will invest in you, your company, your products, or services, they have to trust that you can deliver what you say you will. Why would they spend any … Read more
76% of salespeople say the most challenging parts of their job are prospecting and closing sales. The things that happen in between aren’t nearly as difficult as the beginning and end of the sales process. For many sales teams, it’s the close that’s the hardest part. Once you’ve invested the time and energy to understand … Read more
Dress professionally. Stand up straight. Look them in the eye. You’ve probably heard all these things before. When it comes to sales presentations, it all comes down to one thing: are you presenting a solution to a prospect that fits their needs or solves their problems. If you can’t demonstrate the value of what you’re … Read more
The top-performing salespeople may have different ways of conducting business, but they have core competencies that anchor their performance. These sales skills and sales techniques are essential for success. Let’s call them the 3 Ps: People, Process, and Pursuit. 1. People Unless your business is completely transactional you will need to develop strong people skills to … Read more