Minneapolis, MN - Sales Training, Seminars, Workshops, Classes, Coaching, and Sales Management
This podcast is dedicated to the salespeople in the trenches that carry the bag, for the sales leaders that manage the people and the process and the business owners that create a sales culture and defining the value proposition in the marketplace.
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One of the services I offer clients is selecting and hiring superstar salespeople. I work with them on weeding through resumes and asking questions during interviews. During one of the interviews, last week, I asked a candidate to describe a superstar salesperson, and they replied with, “someone that is helping customers solve problems.” Is this how you describe a superstar salesperson? [Read more…]
Will Rogers said, “You never have a second chance to make a first impression.” Often salespeople can use one seemingly innocent word that immediately defines a conversation as a sales-pitch and triggers the defensive shields of suspicion in the prospect. Words have meaning and we want to make sure the words we use as content accurately represent our desired intent. Just as important, words hold different meanings and significance based on one’s past experiences. If we use one of these “trigger” words, we could easily insult a prospect and devalue the service we provide. Here are the 7 in no particular order: [Read more…]
Seems like the greatest competition we face is not another company targeting our prospects in a shared marketplace, rather prospects deciding to do nothing or to take on doing the task themselves. Unfortunately, untrained salespeople that love to talk and demonstrate how much they know originate the option of doing it yourself (DIY) in the prospects mind. This does a strong disservice to them, because the salesperson is suppose to know more than them, so they get hired. Or the salesperson makes the buying process (i.e. making the prospect chose from too many different options) so difficult to understand, the prospect’s frustration cause them to stall in moving forward with the project. [Read more…]
Starting a journey begins with a desire of wanting and believing you deserve more or you decide to no longer accept the current status of your life. Some steps will not be easy and you will often be tested and challenged. Growing takes a strong commitment; enough to overcome all adversity. A determined focus will prevent distractions from your goal. As you begin this quest, ask yourself the following three questions. [Read more…]
