Category: Curiosity/Creativity

Have You Applied Creativity to Your Discovery Process?

Do you need an easy way to tap into higher sales? The best solution may be to get creative.

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.

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