Sales Tip: Stop Overselling
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Sure Fire Ways to Build a Successful Sales Force – Part 3: Know the Sales Landscape
English navigator Henry Hudson learned the hard way in the 17th century what can happen when you don’t know a landscape well. His ill-fated fourth voyage to the arctic ended …
The Focus of Conversation
When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s …
The Real Secret To Handling Objections
Today I share the secret of handling a prospect’s objections with confidence every time. https://www.engageselling.com/wp-content/uploads/2014/04/Francis-140320-Q3-The-Real-Secret-To-Handling-Objections.mp3Podcast: Play in new window | DownloadSubscribe: RSS
The Choice Is Yours
You may be familiar with the salesperson who claims they’re stuck, or complains that things don’t go their way. It’s the individual who never takes accountability for their own actions …
Sales Tip: Countering Dysfunction
For more ideas on how to tackle dysfunction, check out my 7 Day Video eCourse.
When To Discuss Pricing
Want to know the easiest way to lose control of the sales process? Time and time again, I’ve seen salespeople hold off on presenting their price to a prospective client …
Objection Is A Sign Of Interest
In today’s podcast I explain why reframing objections as questions creates conversation – not combat. https://www.engageselling.com/wp-content/uploads/2014/04/Francis-140320-Q2-Objection-Is-A-Sign-Of-Interest.mp3Podcast: Play in new window | DownloadSubscribe: RSS
If It’s Not Broken, Don’t Fix It!
Successful salespeople have an unmatched drive to be successful. Chances are, if you are seeing any type of results or success, you have an incredible work ethic and have learned …
Sales Tip: Take Post-Sale Responsibility!
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Sure Fire Ways to Build a Successful Sales Force – Part 2: Work Smarter with People
Your sales force is defined by the people you choose. At first glance, that might seem obvious, but consider what it entails. The choices you make in this area will …
Your Team’s Compensation
You may have the best products, services, and prices in the market, but if you’re missing a key variable in the equation, you will still fail. What is the variable? …
