By Bryan Neale As a professional sales trainer, I’m exposed to hundreds of “magic” quips, phrases, closing moves and techniques each year. I decided to take the time to share some of the most outdated, overused, ineffective versions of those with the hope that you’ll either stop using them, or completely avoid them if their […]
Here are the two audio files. The first one is the first 30 mins of call. The second part is probably the one of highest value since that is more of the coaching portion. Also below is the PDF of the mindmap.
By Brooke Green There have been plenty of conversations in our sales training programs lately about something that hits all of us, the loss of “mojo.” We’ve all been there – one day you’ve got a bunch of deals on the brink of landing, you’re counting your money, and within 24 hours those deals collapse […]
I was reading Jill Konrath’s blog on closing skills. Thought I’d add my 5c to it. There’s actually nothing I don’t agree with in it. Here’s my spin: In professional sales, you are a catalyst for change. Your role is to create an atmosphere with the prospect where truth can occur. If you’re reading this, […]
We’re hosting an event on February 15th or 16th at our Training Center in Indianapolis called, The New Selling Model, A Unique Philosophy for 2007 Business Growth (a long title I know, but it was as creative as I could get). The idea of this is to expose attendees to the content that has been […]
Just a short post to tell you something I heard yesterday that was actually quite profound. I had a client tell me that he has come to realize that when you’re selling something that is a significant shift in thought for the prospect, you have to do much more work upfront in the pain finding […]
(A reprint from an article appearing in The Agora Business Center in 2006) Everyone wants to earn more, but few are willing to change their behavior to do so. In fact, my experience tells me that most aren’t. Yet, in my 19 years of work with the high sales achiever, I find that those people […]
Perhaps it’s an overused sales term–sales funnel–but since everyone knows what it means, it makes some sense to work on it today. As a trainer for B2B sales teams, I must tell you that “lead generation” is a hot topic right now. When I speak to large groups, I always ask the question: “What’s the […]
You all know Dr. Phil. He talks of self-esteem and how important that is in leading a life of well- being and happiness. We all know the price we pay for a poor self image—lack of assertiveness, no dreams, unworthy goals, self-sabotage, little energy. I am not a social psychologist, an Organizational Theory specialist, or […]
