The Sales Training Series: Dealing With Sales Objections and Stalls

Most salespeople think of “stalls” and “objections” as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stall—“I need to think about it”—the customer offers no particular reason for hesitating.

Sales Leads - All Referrals are NOT Created Equal!

Referrals can be one of the most productive and profitable lead sources available to salespeople. However, it takes some practice to get comfortable asking for referrals. Plus, there are different kinds of referrals that produce different levels of results.

If You Are in Sales Do You Carry a Flashlight

It didn't take much to convince me to leave Toronto Canada in the middle of winter and go to Scottsdale. Little did I know how much that trip would change my outlook on selling.

Persuasive Salespeople Are PEPPY

Best-selling author, keynote speaker, and sales management consultant, Dr. Gary S. Goodman shares one of the best formulas for closing sales, originally given to him by a college professor and founding instructor of Dale Carnegie.

The Seven Commandments in Direct Sales

Here are some guidelines that will improve your gross sales, and quite naturally, your gross income. I like to call them the Seven Commandments. Look them over; give some thought to them and adapt them to your own selling efforts.

I Have A Little Problem On My Hands & I Was Hoping You Could Help Me Out

Best-selling author, keynote speaker, and President of Customersatisfaction.com, Dr. Gary S. Goodman, shares a golden way to open a conversation with secretaries and buyers. But there's a catch--you have to tell him how it works for you, after you use it!

Don't Be Shy About Asking For The Sale - At Least Once!

Best-selling author, keynote speaker, sales coach, and President of Customersatisfaction.com, Dr. Gary S. Goodman, says you should always try to close the sale at least once, even if you think your presentation was terrible.

Who Is The Better Salesperson?

According to keynote speaker, sales coach, and President of Customersatisfaction.com, Dr. Gary S. Goodman, statistics can be misleading when they're used to judge the relative merit of salespeople. Perhaps there's only one statistic that really counts, from the seller's point of view.

The 3 Laws of Prospecting

Prospecting can be really simple if you just follow these simple laws.

No Cold Calls: Warm Them Up in Two By Three Inches - Part One

Why Spend $50-$500 or more for a business tool that sits in your drawer while you still make cold calls? In your weathered billfold you have a tool that is the least expensive and probably the most effective marketing instrument you need to own.

What to Look For in a Computer Classroom Rental

While price might be the number one consideration, there are a lot of other factors you should investigate when choosing to rent a training facility.

Training for Triathlons and Prospecting is the Same

Prospecting is an endurance event, not a one time sprint. Our form and style is important and must be practiced over and over to get the results you want.

Best In Class Sales Organizations Provide Extensive Sales Training

Many companies assume that when they hire sales people that are already trained they don't need to invest in ongoing training. This is a big mistake. We see the best in class companies continuously working with their sales people to sharpen their saw and keep themselves at the top of their sales game. Sales training should become an ongoing part of your investment by sales management in upgrading and improving the skills of your sales force in order to stay competitive, learn new techniques, adapt to changing sales realities, and keep an open dialogue going between sales management and its people on how to improve sales performance.

You Haven't Earned the Right to Sell to Me!

Selling is more than simply an exchange of money for a product or service. It is about trust and building relationships. Learn a simple mindset that can turn your sales around.