Objections: How to Effectively and Collaboratively Manage Them In the world of sales, objections are a natural part of the decision-making process. They reflect differences in beliefs, attitudes, or goals, and many sales professionals believe that the sale truly begins when a prospect raises an objection. Objections can arise at any point during a sales...

Introduction Benjamin Franklin famously advised fire-threatened Philadelphians in 1736 that “An ounce of prevention is worth a pound of cure.” This timeless wisdom is particularly relevant in the realm of sales. Conducting an Objection Prevention Workshop can significantly increase your closing ratio by proactively addressing and overcoming potential objections before they derail your sales process....

Introduction Across industries, whether B2B or B2C, the average closing ratio hovers between 35% and 40%. While closed sales directly contribute to the bottom line, it is the lost sales that offer a unique opportunity for growth and improvement. A thorough debriefing process helps sales teams understand what went wrong, extract valuable lessons, and refine...

Expectations Checklist “What qualities define a sales professional?” To answer this question, I had to deeply reflect both on my personal experiences as a field sales rep, and as a leader of sales teams for various organizations over the years. The result is the checklist below.  Each point has a real-life story behind them –...

Introduction Communication is a fundamental aspect of human interaction, and it encompasses more than just the words spoken or written. It involves a complex interplay between listening, understanding, and hearing. These three components may appear synonymous at first glance, but in reality, they represent distinct stages in the process of effective communication. In this quick...

Words wield immense power in shaping perceptions and driving decisions. In the realm of sales, your choice of words can determine whether you clinch a deal or get relegated to the unread emails folder. So, which words should you steer clear of in your sales pitch and why? In this article, we’ll unveil a compilation...

https://youtu.be/Tuw8hxrFBH8 In his 2005 commencement speech at Stanford University, Steve Jobs, the co-founder of Apple Inc., shared his personal and professional journey, highlighting the pivotal moments that shaped his life. Jobs spoke candidly about his early life, his unexpected success with Apple, his subsequent failures, and his eventual return to the company he founded. He...

The 7 Habits of Highly Effective People by Steven Covey This is a summary and highlight of the key takeaways from Stephen Covey’s acclaimed work, The 7 Habits of Highly Effective People. The book contains invaluable insights on enhancing personal and professional management skills, as well as nurturing meaningful relationships with others. PART ONE: PARADIGMS...

Top Sales Success, a nationally ranked assessment provider, is making a significant impact on individuals and businesses alike. Discover the power of assessments and why leading companies worldwide rely on them to make informed personnel decisions and maximize productivity. By using behavioral and cognitive assessments, you can assemble the best team for your organization. Here...

Mission: Why do you need a Mission Statement? – Establishes the general direction the company intends to take. – Details what your company does and explains to people outside of your company why your business exists. – Your mission statement drives the company. – It is what you do/the core of the business, and from...