Category: Curiosity/Creativity

I Spy a Sale

Remem­ber play­ing I Spy when you were a kid? Before the tablet age, this was a clas­sic par­ent­ing tac­tic to keep chil­dren enter­tained dur­ing a long car ride or a grown-up meal in pub­lic.

How to Navigate Infuriating Negotiations Before They Happen

It’s said that from fail­ure comes expe­ri­ence. How­ev­er, when it comes to sales nego­ti­a­tions, you want there to be as few fail­ures as pos­si­ble. That being said, how are you sup­posed to get the amount of prac­tice you need and still close the major­i­ty of your sales?

You CAN Master Upselling & Cross-Selling! Here's How

The most suc­cess­ful reps know that there is an art to the upsell and cross-sell. But, don’t think that it’s a dif­fi­cult tech­nique that only a few can do. Not only does upselling boost your earn­ings but it can also secure loy­al­ty.

Top Tips on How Experienced Reps Make Quota

If you’ve been sell­ing for a while, you prob­a­bly think you’ve got your pitch and tech­nique nailed. That may be true, but have you sud­den­ly noticed you’re hav­ing trou­ble mak­ing quo­ta?

Reps: Make Your Prospect the Hero in Your Sales Story

If you are a fan of The Moth or This Amer­i­can Life, you know the pow­er of sto­ry­telling. We humans seem hard­wired to root for the under­dogs and cheer them on as they achieve vic­to­ry over their antag­o­nists.

How Curious Reps Succeed During Discovery

Is the dis­cov­ery process a stum­bling point for you? Some sales reps con­sid­er this step in the sales fun­nel to be a waste of time.

2 Misconceptions About You That are Hurting Your Sales

As easy as it is to point your fin­ger at a prospect when a sale that should have been fool-proof doesn’t close, have you ever stopped to con­sid­er maybe you’re the rea­son it fell through?

Are You a Salesperson or a Sales Leader?

You may think that ser­vant lead­er­ship has noth­ing to do with sales for peo­ple who aren’t in man­age­ment posi­tions. If you think that, you’re mis­in­formed.

Competitor Objection? No Problem!

No mat­ter how smooth the sales process goes, you will at some point face objec­tions. And, a com­mon objec­tion is the men­tion­ing of a com­peti­tor. If a prospect brings up the fact he or she is work­ing cur­rent­ly or plans to work with the com­pe­ti­tion, don’t give up. Instead, take action.

The New Breed of Salesperson. A Non-Salesperson.

There's a new type of sales­per­son emerg­ing. They're steeped in prod­uct knowl­edge and prac­ti­cal prob­lem solv­ing capa­bil­i­ty.

Magic Words to Overcome Sales Objections

While there’s no mag­ic wand that will instant­ly get a prospect to say “yes,” one indus­try pro­fes­sion­al believes there are mag­ic words that will do the trick.

Are You Using Your Curiosity to Fuel Your Sales?

Curios­i­ty may have killed the cat, but this trait will make you a suc­cess­ful sales rep. Mike Rena­han wrote about how curios­i­ty ben­e­fits sales reps. Take a look at the con­nec­tions he makes.

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