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Latest "High performance sales" Posts

 If we are going to separate ourselves from the competition in the eyes of our clients, we cannot be just another “me too” salesperson. We need to have a better sales approach. I’d like to take you through the U.S. Learning model we refer to as “The 5 Stages in The Evolution of Selling.” The key […]

“Your price is too high.” “Is that your best price?” “What kind of deal can you give me if I buy from you instead of XYZ Company?” These are among the most dreaded words a person in sales can hear. A typical response from an average salesperson may be: “Is there anything else that may […]

When you lose a sale, get over it fast. All salespeople experience it, but the pros move on to the next encounter with a positive attitude, realizing that they are statistically that much closer to getting a yes. Here are eight tips for effectively dealing with rejection with the minimum amount of mental anguish:

One of the most glaring reasons people fail in the sales profession is their inability to handle rejection. They take it personally, become demoralized, and their “head game” is trashed and out of sorts. So psychologically dealing with the unpleasantness of rejection becomes very important in one’s framework of thinking. Nobody sells everybody. Not even […]

Don’t ever negatively prejudge the result of a sales encounter. I think in terms of one of our sales processes we need to make sure we are always thinking of giving it our best shot. Don’t be like the Rolls-Royce salesmen in Indianapolis, Indiana. On a Saturday morning three Rolls-Royce sales people standing around talking. […]

I’ll bet you have heard the cliche that “If you keep on doing what you have been doing, you will keep on getting what you have always gotten!” I believe that axiom used to be true, but not anymore. Things are changing too rapidly. The “bar of excellence” is moving up on every one of […]

In a competitive marketplace, how do you win the sale without digging into your profit margin?   Discover how to create an irresistible value proposition to win the sale and learn to sell value and not cut price.   Cut your price? Don’t even think about it! Did you know there are 7 distinctly different […]