Whether you are pitching a sale or negotiating a deal with one of your suppliers, the other party will almost inevitably have an objection that can stop the discussion in its tracks. In transactional sales, potential customers become fixated on a specific issue, whether that is a missing feature or a price point that is higher […]
How to Prevent Objections in a Negotiation Read More »
So much of sales training focuses on what you say and how you say it that many people forget to think about body language. First impressions, posture, and microexpressions all factor into sales communications. To succeed, sales people must come across as approachable, credible, and confident. Why Does Body Language Matter? A great product
Successful Sales Goes Beyond What You Say Read More »
Influence is essentially a person’s ability to effect change in another. Ethical influencing is not manipulation. It is effective communication that resonates with others. If you understand the psychology behind influence and persuasion, you can build rapport with anyone and meet your goals in any industry. Understanding Influence Influencers amass hundreds of followers on
Psychological Concepts Influencers Need to Know Read More »
While it’s long been said that “many hands make light work,” a team is more than just a group of people working on the same task. For a team to truly succeed, the individuals need to develop a cohesive bond that allows them to work in synch with each other. Even after you’ve assembled the
Putting the “We” in Team Read More »
Everyone can negotiate from a place of strength. When you know you offer the best product, service, or customer support, you can easily push through the tough talks. What happens when your company asks you to keep producing results after a major professional or organizational setback? Knowing how to negotiate at your weakest will give
Tips for Negotiations When the Going Gets Tough Read More »
Gamification, or making ordinary training practices into interactive employee games, is a popular trend sweeping offices throughout the nation. While there are proven benefits to gamification for sales training, such as making training fun and more memorable, it also has significant pitfalls, such as distracting your employees and reducing productivity. It’s up to you to
The Benefits and Pitfalls of Gamification for Sales Team Training Read More »
A study published in December 2016 by the International Journal of Central Banking reports that despite electronic payment systems’ integration around the world, customers still prefer to pay with cash. The study found that despite the switch from paper money to “bitcoins,” cash holding and use have not disappeared. Some companies rely on electronic systems
Could Accepting Cash Payments Positively Influence Your Buyers? Read More »
In a business atmosphere that’s adapting to new technologies and consumer demands at a faster pace than ever before, it’s no surprise sales tactics are also changing. Salespeople in modern business must periodically analyze their performance, identify weak points, and learn new sales techniques based on changing customer needs. If you want your employees to
How to Keep Up With the Competition Read More »
Many business owners are so preoccupied with the task of acquiring more customers, they stop attracting the right customers. Even in the world of retail and services, sometimes quality is much more important than quantity. For many small and large businesses, high-end clients can significantly boost monthly revenue, profitability, and growth. All you need to
How to Influence High-End Clients Read More »
When managing a sales team, you need to walk a very delicate line. On the one hand, you want every member of the team to have the motivation to make as many sales as possible. One of the most proven ways to motivate sales team members is by offering performance-based commissions and bonuses. On the
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