Why is it that 80% of the sales and revenue in any company or industry is made by the Top 20% of the producers? And, more importantly, what you begin doing today to move into that elite group?
Here are 5 key concepts and techniques you can begin using today to take your sales to […]
Let’s face it — today’s business world is competitive. Besides the normal objections you get (no money, price to high, need to talk to, etc.) a common objection that blows out 80% of your competition is, “I can get a better deal elsewhere.”
This frustrates a lot of sales reps and takes thousands […]
I don’t have to tell you that times are hard for companies these days. And that means hard on you, the sales rep, too. Now when companies tell you that they don’t have the budget, you really believe them, don’t you?
Well not the Top 20%.
Top 20% producers are still […]
I’ve been listening to a lot of sales rep’s recordings these days while I prepare for some custom inside sales training seminars, and I can’t tell you how bad I feel for so many of you!
I mean, over and over I hear these reps get manhandled by their prospects. I’m sure many […]
I once heard an interview with a police detective that directly relates to sales. The detective was talking about various interrogation techniques, and he said something that I thought was brilliant and totally applies to the importance of listening while selling over the phone.
The detective said that when you ask a question you should […]