Recent Articles
Achieve Higher Win Rates in Fewer Sales Calls
The holy grail of sales productivity is to compress your sales process into fewer calls and increase your win rate at the same time. We talked with top experts for their sales tips to accomplish both. Work Smarter at the Start of Your Sales Process To start with, make cold calls nonexistent. Starting in the [...]
Dan Pink on One Thing to Achieve Greater Sales Success
The Sales Mastery Summit webcasts an interview with Dan Pink this week. Here is an excerpt on one thing you can do today to achieve greater sales success. Pull Up a Chair I’ll give you a very small tactical tip. And it’s a very powerful, free idea that comes from Jeff Bezos, who started Amazon.com. [...]
Use Improvisation To Close More Sales
How often do your pre-planned responses to sales objections work for you? I bet you have to think on your feet a lot more often than not. Dan Pink, author of To Sell is Human, believes, “So much of sales has been scripted. Today, the world of selling is more like improvisational theater than scripted [...]
Positive Affirmations Actually Ruin Your Recovery From Sales Rejection – So What Works?
What is the hardest part about being a sales professional? According to next week’s Sales Mastery Summit expert, Dan Pink, the hardest part of sales is facing “an ocean of rejection.”, Pink suggests that Buoyancy, or the ability to stay afloat after much rejection is a core trait of the best sales pros. And how [...]
Win Sales Today By Being A Problem Finder, Not A Problem Solver
Dan Pink is a featured expert at the Sales Mastery Summit Do you pride yourself on solving customer problems? Research shows that now the ability to identify problems is the more valuable skill. According to bestselling author Dan Pink, in next week’s Sales Mastery Summit interview, a strong salesperson can increase sales by honing the [...]
Colleen Stanley Recommends: Do This One Thing to Sell Better
You need to be taking downtime, and in this downtime you want to be asking yourself some questions. ‘Do I want to be in sales? Do I like this profession? Have I made a decision?’ Because when you finally make a decision to course-correct, you will do it. Often we’ve never made a decision, and [...]
The Best Sales People are Self-Actualizers – Are You?
What makes a great salesperson? Is that they are a master of selling techniques? Or is that they always know how to close the sale? During this week’s Sales Mastery Summit interview, emotional intelligence expert and sales mentor Colleen Stanley, explains that while these are contributing factors, neither of those things are what makes great [...]
How To Sell More By Avoiding Reptile Brain!
We have all been there – a customer poses a tough question and instead of responding with the intelligent answer we had prepared, we feel a rush of adrenaline intellectual thought leaves our heads and some less than thoughtful counter-response comes out. Emotional intelligence expert Colleen Stanley, gives us a name and explanation for this all [...]
Increase Your Sales With Emotional Intelligence
Are you a sales genius two hours after the sales meeting? Colleen Stanley is an expert at teaching sales professionals how to utilize their emotional intelligence to respond under stress so you always get the positive results you are after. But before we can use emotional intelligence in our sales cycle, we must define it. [...]
Craig Elias Recommends: Do This One Thing to Sell Better
The most immediate practice to increase your sales is, first, pick your best wins (new Customers). Go back and ask the three Trigger Event questions. And don’t wait until the solution has been implemented. As soon as you make the deal happen, and it’s signed and you don’t put it at risk, go do the [...]
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