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

In Sales by Trushar ModyLeave a Comment

There is only one good, knowledge, and one evil, ignorance – Socrates 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 …

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Why Being Absorbing is Critical for Sales Success

In Communication, Sales by Trushar ModyLeave a Comment

Life is 10% what happens to you and 90% how you react to it. Charles R. Swindoll 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 …

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Profiting from Business Challenges

In Management, Sales by Jim DawsonLeave a Comment

Do not pray for an easy life, pray for the strength to endure a difficult one. Bruce Lee 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 …

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The Worst Advice We’ve Ever Heard About Sales

In Sales by Trushar ModyLeave a Comment

Even while they teach, men learn – Seneca the Younger 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 …

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Mastering the Art of Inquiry

In Communication, Sales by Jim DawsonLeave a Comment

The path to success is to take massive, determined action. – Tony Robbins 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 …

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Avoid Making These Top 4 Sales Mistakes AT ALL COSTS

In Sales by Trushar ModyLeave a Comment

Remain cheerful, For nothing destructive can pierce through The solid wall of cheerfulness. – Sri Chinmoy 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 …

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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 Trushar ModyLeave a Comment

Individual commitment to a group effort–that is what makes a team work, a company work, a society work, a civilization work. – Vince Lombardi 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 …

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Selling Your Ideas

In Sales by Jim DawsonLeave a Comment

Even if your ambitions are huge, start slow, start small, build gradually, build smart. – Gary Vaynerchuk 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 …

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The True Cost of Ignoring Clients

In Customer Service, Sales by Trushar ModyLeave a Comment

The greater the difficulty, the more glory in surmounting it. – Epicurus 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 …

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5 Proven Gambits to Save Your Negotiation

In Sales by Trushar ModyLeave a Comment

Do not save what is left after spending; instead spend what is left after saving. – Warren Buffett 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 …

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

In Sales by Trushar ModyLeave a Comment

Ask questions to find out about the world itself, not to find out whether or not someone knows it. – John Holt 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 …

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Clearing Away the Smokescreen

In Sales by Trushar ModyLeave a Comment

Look at how a single candle can both defy and define the darkness. – Anne Frank 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 …

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Should I Invest in Training for My Sales Managers?

In Management, Sales by Trushar ModyLeave a Comment

The future depends on what we do in the present. – Mahatma Gandhi 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 …

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Do You Have Your SALES TOOLKIT for Success?

In Sales by Trushar ModyLeave a Comment

There’s no shortage of remarkable ideas, what’s missing is the will to execute them. – Seth Godin 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 …

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Consider Your Selling Patterns

In Sales by Trushar ModyLeave a Comment

For every sale you miss because you’re too enthusiastic, you will miss a hundred because you’re not enthusiastic enough. – Zig Ziglar 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 …