November 14, 2017 – Objections

When you take the time to put yourself in your customer’s shoes, you’re better positioned to anticipate and handle any objections that she might raise.

November 7, 2017 – Discovering

One of the key differentiators between good sales professionals and top performers is the ability to identify what the customer is thinking, feeling, or expressing through her vocal qualities and body language. Top-performing sales reps are attuned to the customer’s verbal and nonverbal cues throughout each conversation, picking up on clues that provide further insight into her needs and priorities.

October 31, 2017 – Presenting

Don’t shy away from addressing alternative options with your prospect. Don’t pretend that yours is the only option, particularly if your customer has made it clear that he’s considering alternatives. Acknowledge the fact that the customer is considering other options and discuss them with him. Do so in a positive way. Help the customer see how the solutions compare to one another and highlight the areas where you can better meet the customer’s needs, especially those that are at the top of his priority list.

October 24, 2017 – Mindset

Top performing sales professionals are open to change. They’re confident that change will benefit them and their organizations. They’re willing to try new things to improve their performance. They’re open to the idea of changing their behavior in order to see better results from their efforts. They’re inclined toward lifelong learning, continuing education, and ongoing training.

October 17, 2017 – Objections

Top-performing sales professionals know that dealing with objections and handling rejection is very much about adopting a positive mindset. In fact, top performers welcome objections because they understand that it means their customers are comfortable enough with them to share negative feedback, which can be awkward and uncomfortable even for the toughest negotiators.

October 10, 2017 – Mindset

There is a misconception in sales that once you’ve had success, you’re good enough, and so you can just keep on doing what you have been doing. But the truth is that those who are the best are the ones who continue to work on improving their skills. They are committed to practicing because good sales is about sustained effort. You don’t just learn how to sell and then stop learning or trying to improve.

October 3, 2017 – Presenting

Top performing sales reps know that the end of their sales presentation isn’t the end of the discussion. They understand that the next step after presenting a tailored solution is to ask for feedback. It’s important to keep the lines of dialogue open so that you can make sure your customer understood what you just said, so that he can ask any questions, and so that you can ensure that he is satisfied with the solution you offered.

September 26, 2017 – Planning

Take a few minutes to write down your reflections after each sales interaction. It’s easiest, and most productive, to reflect on a call right away, when it’s fresh in your mind. If you try to recall information from a sales call two days or two weeks later, it’s virtually impossible.

September 19, 2017 – Opening

It can be useful to align your body language with your customer’s, but make sure your presence remains positive. Lean forward when she does, but think twice about crossing your arms, for instance, which might inadvertently convey a negative tone.

September 12, 2017 – Discovering

Being fully engaged in a conversation with your customer while anticipating what will be said next is tricky. While your customer is giving you information, you’re already analyzing and thinking about the meaning. The trick here is to slow down. Use your questioning skills and active listening skills to maintain focus on the customer and what she needs to discuss. Remember that if you listen to your customer, she’ll tell you exactly what she needs.