Sales Execution

How to Handle Tough Questions from a Lead

How to Handle Tough Questions from a Lead

Handling Tough Questions We all get them. Being asked tough questions is part of the sales process; and rightly so. Our customers want to do their due diligence, to know that they are getting exactly what they need to solve their problem, to meet their needs to to...

How consciously competent are you?

How consciously competent are you?

It’s a fact that no one is born knowing how to sell, the saying “born to sell” or “natural seller” is in fact codswallop. The art of selling is a “learned” skill and it takes guts and determination to get it right. Sales is the highest paying job on Earth, it out pays...

The one thing you must never sell…

The one thing you must never sell…

As a Sales Trainer and Coach, I’ve been there, done it, got the battle scars, made the mistakes, shared the highs and lows and seen just about everything you can imagine it is possible to see in a sales environment. And in all that time there has been one consistent...

Closing The Sale

Closing The Sale

Closing The Sale How many times in sales have you heard that someone is a really good closer, that they really know how to close a deal and make a sale? In my experience, the best 'closers' are the sales professionals who take the time to know their customers, to...