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Do You Know the Difference Between Up-Selling & Cross-Selling?

In Sales by lukenLeave a Comment

In the world of sales it is important to understand the difference between cross-selling and up-selling. How familiar are you with these terms or their differences? We’ve made a simple little guide to help you better grasp what these terms mean. Cross-Selling = Complementing Products A complementary product or service is one that, as its name states, compliments another product. …

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Why Being Absorbing is Critical for Sales Success

In Communication, Sales by lukenLeave a Comment

When you are working with clients, customers, employees, and even in your day-to-day life, being absorbing can be critical to successful communication. Being absorbing really just means that you are taking in and fully engaging with the conversation. Like a sponge, the experience is being soaked up, absorbed, and then utilized. When we are not absorbing a conversation we can …

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Profiting from Business Challenges

In Management, Sales by Jim DawsonLeave a Comment

All businesses have challenges. But not all businesses have a strategy for turning challenges into profitable solutions. From customer relations to communications to keep up with market changes and technology, underlying problems may be more apparent to employees than to managers and leaders. Employees who complain about business problems are usually dedicated to the job, but may not know how …

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The Worst Advice We’ve Ever Heard About Sales

In Sales by lukenLeave a Comment

You’d Be Surprised What Bad Advice People Give What is the best advice you’ve ever been given when it comes to sales? What is the worst? What if you were to find out that some of the most common ‘best’ advice could actually be some of the worst in the selling game? Sales has evolved as much throughout the years …

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Mastering the Art of Inquiry

In Communication, Sales by Jim DawsonLeave a Comment

You receive massive amounts of information at work and in your personal life every day. But are you getting the information you really need? Do you know how to ask the right questions and actively listen to the answers–whatever they may be–in order to gain the knowledge and insights you need to be successful? There are two types of questions: …

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Avoid Making These Top 4 Sales Mistakes AT ALL COSTS

In Sales by lukenLeave a Comment

Talking too much. Engagement isn’t endless talking, but listening and interaction. You’re never going to land the great sales if you ramble on and on and never let them get a word in. Remember! Your job is to figure out their puzzle but to do that you need them to tell you the pieces. Believing that you can sell anybody …

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Behind the Scenes: How to Recognize a Training Company Worth Your Time

In Communication, Customer Service, Emotional Intelligence, Leadership, Management, Personal Development, Sales, Time Management by lukenLeave a Comment

Alright, so you have an idea of what you are looking for in the program, but what else should you keep an eye out for? What are some other, less obvious signs of a good (or bad) training company? Website and social media: how professional and how engaged are they in their industry? How professional is their website? Is it …

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Selling Your Ideas

In Sales by Jim DawsonLeave a Comment

Whether we believe it or not, we are all in the sales business. Regardless of what we do for a living, in one way or another we are always selling ourselves, and our ideas, to other people. When it comes to problem-solving, improving the workplace, and enhancing customer service, this ability becomes crucial. While employees at all levels have good …

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The True Cost of Ignoring Clients

In Customer Service, Sales by lukenLeave a Comment

Solidify Your Client Base I have worked with dozens of companies over the past several years and have been surprised at how many concentrate more on client acquisition than they do on client retention. Sales managers often make the mistake of focusing their team on acquiring new accounts (cold calling) rather than nurturing their existing accounts. While cold calling (new …

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5 Proven Gambits to Save Your Negotiation

In Sales by lukenLeave a Comment

Eliminate the Gamble from Your Negotiating Do you ever feel that you are more gambling when you try to negotiate the matter of price with your clients? How often do you encounter customers trying to fish some kind of discount out of you? Do you know how to win without giving in? Your prospective buyer will often be out hunting …

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Are You Asking H.O.T. Enough Questions?

In Sales by lukenLeave a Comment

Use H.O.T. Questions to Uncover Pain When you question your client, you’ll want to ask questions that reveal important information about his or her condition. To help accomplish this, here is an easy-to-remember acronym. Make sure that you are asking questions that are H.O.T! Yield Information H High-Yield For you to better prescribe a credible, meaningful recommendation. O Open-Ended Begin …

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Clearing Away the Smokescreen

In Sales by lukenLeave a Comment

Anyone who has been selling for even a short time knows that not every buyer is eager to meet with you and hear your offer. Do you ever get hit by any of the following smokescreens: “We’re not interested…” “I am really busy; I don’t have the time.” “We’re happy with who we’re with…” “We don’t need it…” “We have …

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Should I Invest in Training for My Sales Managers?

In Management, Sales by lukenLeave a Comment

It may surprise you to discover that many sales managers learn how to be a manager on their own. According to the latest international study on Sales Training and Sales Force Effectiveness, many sales managers are given very little or no support when it comes to being a competent, effective sales manager. In fact, many sales managers reported that they …

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Do You Have Your SALES TOOLKIT for Success?

In Sales by lukenLeave a Comment

8 Questions Every Salesperson Should Ask Before Selling   Have you ever handed someone a proposal absolutely convinced that it would be a home run, only to face both defeat and frustration instead?   Landing a sale is a lot more than handing someone a proposal and expecting the product to just sell itself. There are still a few critical …

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Consider Your Selling Patterns

In Sales by lukenLeave a Comment

WHETHER YOU’RE NEW TO selling or a seasoned veteran, you have no doubt established certain selling patterns. If there’s one thing I’ve learned, it is that effective selling patterns produce consistent sales results and that negative patterns impair our effectiveness and, ultimately, our sales results. Selling patterns sprout up in all phases of the selling process. For example, some salespeople …