Categories for Sales

20/ Aug

3 Steps to Easily Overcome Objections

3 Steps to Easily Overcome Objections

Most people receiving objections to a request consider it a conversation ender. Some become defensive, others become angry, and others will simply move on. However, successful individuals have a different perspective: they see this as a conversation starter. Objections are bound to happen, whether it’s in sales negotiations or discussing marketing options. Regardless of your role, being able to overcome objections increases the probability of achieving your objective. In fact, it’s better to receive an objection rather than a hard “no” as it is a sign of genuine interest.  Here... Read More >


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1/ Jul

Creating Cold-Call Lead Lists

Creating Cold-Call Lead Lists

The hardest part of business is finding new clients. Most of us start out by asking our friends and family. The frequency of inbound calls is influenced by a number of factors and may go through peaks and valleys. Referrals are great and LinkedIn has made this much easier, but at some point you will need to rely on cold calling to grow your database. These are some steps you can use to find potential clients. Identifying Target Market Your new clients are likely going to be similar to your... Read More >


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11/ Nov

Selling in the Relationship Economy

Selling in the Relationship Economy

They say history repeats itself: 60‘s funk rifts in Daft Punk’s newest album, 70’s fashion of bright, fun patterns, “vintage” filters for photographs, and the return to locally sourced produce. The business world is experiencing this as well. Social media and smart phones have allowed consumers to share their experiences faster than ever. Buying decisions are no longer based on just price or quality, but on the buying experience and word-of-mouth recommendations. Welcome to the return of the Relationship Economy. The Fall and Rise of the Relationship Economy The Relationship... Read More >


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9/ Sep

Mind your KDQs – Turning your sales professionals into sales superstars

Mind your KDQs – Turning your sales professionals into sales superstars

Entry: KDQs (Killer Diller Questions) Pronunciation: \ki-ler’di-ler’kwes-chens\ Function: noun Definition: a lighthearted name for a scientific approach that uses profound questioning as a tool to overcome obstacles and clear a path to success. Has the performance of your sales team flat-lined? Is performance on the decline? Or perhaps your team is delivering good results but you know that great results are achievable? KDQs may be an excellent tool you can use to optimize the potential, and maximize the performance of your sales team. Consider the following research presented in the... Read More >


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