Public speaking is hard. I remember starting out in this business, a business which necessitates a fair amount of public speaking, and before each big seminar I’d give, I would have huge anxiety for over a week prior to the event. My family would avoid me, even the dog knew not to interrupt me. Gearing up for events was chaotic and intense and only lead to a huge let down after the event (despite the event’s success) because it was a huge release of energy.
Contrary: Dealing With Polarity Responders
What’s a polarity responder? We’ve all had dealings with them. They are someone who no matter what the situation, statement or issue at hand, has to respond in opposition. ‘It’s a beautiful day.’
Breath: Self Fulfilling Prophesy For Persuasion
“Simply breathe – deeply and often, and whatever you do, don’t stop breathing!” –Cheryl Lynne Rubbo
A Return To Bondage (No! Not That Kind Of Bondage)
“The average age of the world’s greatest civilizations has been two hundred years. These nations have progressed through this sequence: From bondage to spiritual faith; from spiritual faith to great courage; from courage to liberty; from liberty to abundance; from abundance to selfishness; from selfishness to complacency; from complacency to apathy; from apathy to dependence; from dependency back again into bondage.” –Sir Alex Fraser Tyler (1742-1813) Scottish jurist and his…
What a Nice Thing to Say; How to Give Daily Feedback for Sales Performance Improvement
Daily feedback and improvement is all about developing the right culture. And professional selling has its own common language and culture. We use terms like “hourly rate,” “definition of insanity,” “circle back around,” “lay the obvious on the table,” “soup to nuts” and “who’s got the ‘R’.” So, how do you give daily feedback? Read on.
Whats the Objective of Your 1st Sales Appointment?
Do you have a defined objective for you 1st appointment? How do you measure it and what tools do you have in place to improve it?
If you’re 1st appointment to proposal ratio is less than 60%, here are some target reasons why and ways to quickly improve it.
What’s Your Magic Number?
Setting and Exceeding Sales Goals through Key Performance Indicators (KPI) The most successful businesses and certainly, sales departments have identified their Key Performance Indicators (KPI); individual gateways that directly effect the outcome of a particular process. Then they measure the competency ratios in line with them. Have you identified the KPIs in your sales process?
What to Do When You Hit the Invisible Sales Revenue Ceiling
Have you ever hit a level of revenue that you just couldn’t seem to break through? If you have, then you know how frustrating it can feel. You may even spike above this ceiling periodically. But, like water seeking its own level, your revenue results seek a sub-par level. Sales leadership had failed to understand their meaningful business metrics. This was the primary reason, as it is in most cases. They hadn’t isolated the essential competencies and components. Therefore, their people couldn’t self-compete to reach and maintain revenue goals. They failed to develop practices and processes that allow an individual to identify, train to and measure their own competencies and performance metrics.
Why Consider Sales Prospecting as a Sales Management Training Course
Consider a Prospecting Certification Course for your Sales Managers
Whats in it for you?
As a Sales manager, are you a Supervisor or an Organizer?
When it comes to achieving revenue results for new and existing sales reps, this article will help you decide which side of the fence you should be on
because there is no middle ground.
Why Sales Training Fails
Summary:
Sales organisations of all types spend a huge amount on training their sales people each year. Research shows, however, that most training has little impact in the long term. Here we look at what needs to be done to make sure training works – and the new generation of training approaches.
If youve ever wondered why your sales teams struggle to consistently achieve sales targets despite investment in sales training, development and management, youre not alone….
Will You Pass the Flinch Test?
There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test?
You Dont Need Sales Training
Is there a right way to sell? Do you ever wonder why sales can be so difficult? This article reveals the truth about true sales and marketing effectiveness and gives you an inside-out strategy for polishing your sales pitch.