Category: Outside Sales/In-person sales only

Where and When to Establish Buyer Confidence

The prospect won't buy if he/she lacks confidence in you or your product. Obviously the faster you establish confidence in the selling process, the easier it will be to get to the next phase of the sale.

Presentation Style: One Size Doesn't Fit All

People are always looking for advice on how to give the perfect presentation. They worry about whether or not to use visual aids, how many slides (if any!) to include, or if storytelling is more effective than instructional style.

No Soliciting Signs… How to Get Around and Through Them

No Soliciting is actually more of a game than a rule. If you have a legitimate, established business, making a cold call will not be offensive to most businesses IF YOU DO IT RIGHT.

Mirroring Techniques in the Digital Age

Your email dings and it’s a message from your boss saying you’ll need to give a sales presentation at next week’s shareholder meeting. A feeling of dread quickly sets in. Sound familiar? Whether it’s a pitch or presentation, we’ve all likely been there before. But rather than stressing about it, there are ways to ensure success while maintain your sanity.

How to Slay All Day at Public Speaking

Did you set a goal to do more public speaking in 2018? Is your job forcing you into more presentations than you're comfortable doing? Is your lack of speaking to groups standing in the way of a promotion or your prospects for moving up the ladder? The thing about a fear of public speaking is that everyone has it! Yes, it's true. Just hear me out!

Use These Updated Ice Breakers With Your Network

The more you network, the more you will hear the same tired ice breakers about the weather. It's time to boost your memorability and gain valuable intel about others by using new conversation drivers.

When You Walk in Empty Headed, You Walk Out Empty Handed

How much of your presentation is “standard?” Whether you sell a product or service, whether it’s simple or sophisticated, how much (what percentage) of your presentation is the way you usually present it?

How to Boost Your Sales Prospecting Success

Nine hundred and seventy-seven buyers and sellers across 25 industries agree, this is what you need to become more successful at sales prospecting.

A Simple Sales-Boosting Hack for 2018: Show Up On Time

How often do you show up for meetings "a few minutes late"? Those "few minutes" are damaging your reputation and costing you money.

Master the Art of Small Talk With This Simple Guide

For some, making small talk is not easy. If chatting up strangers doesn't come naturally, don't be worried: It's a skill that you can master.

Sales: The Game of Reference Points

When making a decision, we often come up with a few options and compare them to see which we’d rather choose. Your potential clients’ processes are likely the same.

How to Get More From Industry Events

Attending conferences and other events is valuable to sales reps, thanks to the plentiful opportunities for leads, networking, and new insights. But those opportunities don’t come cheap — or easy.

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