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Sales Training
11New Year Revenue Focus Skills Building
What’s your focus for improved sales results this year? Cleaning up my office this week and the biggest stack of papers on my desk is my “Session Notes” pile. It’s the colorful printouts of PowerPoint decks and session worksheets that are scribbled on in blue, purple, hot pink, and aqua (I love my colored sharpie...
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11Why is adult learning so hard
Putting together a speech for an upcoming keynote and looking for insights about growth and learning, I ran across a quote and the work of Joe Dispenza that describes WHY it’s so hard to learn as an adult: “Psychologists tell us that by the time we’re in our mid-30s, our identity or personality will be...
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11I Hate Sales Training
Most of it, anyway, is actually terrible. I write this knowing that it could be confusing since many of you would consider what we do at The Selling Agency as “Sales Training.” Hear me out. When I look back at my years as an Account Executive in multiple organizations, I can recall almost every single...
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11Questions are the MVP of SELLING
We talk quite a bit about asking questions in the sales process. Ask better questions. Don’t assume. Listen. Don’t “tell”. And there is one more super-fantastic way “questions” can be the MVP of your sales game. Ask questions about your prospect’s questions. What? I started paying attention to this a few years ago. As a...
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11Feedback like a Sales Rockstar
Normally, feedback on a stage is a terrible, annoying thing. Audio feedback occurs when a sound loop exists between an audio input and an audio output. That shrill noise is loud and piercing. Performance feedback, however, is a gift. Opportunities to receive feedback on our performance are sometimes designed in our job roles: annual reviews, quarterly...
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11Winging It in Sales is Expensive and Risky
Whether I’m working with a fresh-faced new seller or a seasoned pro, one thing that almost every seller does is “underprepare” for meetings and calls. Even when they know I’m going to join them, listen in, or attend the meeting with them, they grab a blank notepad and dial or walk into a meeting. I’ve...
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11The FIRST and WORST Sales Negotiation Mistake
I surveyed a sales team recently – prior to a Skills Building session on Pushback, Objections, and Negotiation – and asked them some of the most common obstacles they face in business development. Their answers didn’t surprise me, but one of the things about their answers that I pointed out really made them think –...
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11Personal Improvement needs more than information
There’s all this free sales advice out there … So, why aren’t your sales team members killing it? Why aren’t they soaking it up? Why aren’t they studying YouTube, signing up for all the webinars, and buying all the freaking books? Seriously, WHY? Don’t they WANT to kill it? Don’t they WANT to be the...
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11sales role play is awkward
No one and I mean NO ONE loves it when I’ve ever asked them to role-play a sales scenario. It’s hard to explain how many times I’ve gotten eye rolls when I brought up role-playing through a scenario. Why do we hate it so much? Well, it’s awkward. Everyone’s staring at you – thinking, “glad...
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11Sales Onboarding and training are backwards
Why do we love toddlers and small humans in weddings? It’s not because ring bearers and flower girls perfectly execute their duties with the style and panache of professionals. It’s because, in spite of rehearsals, practices and coaching, we know that they are a wild card and are capable of melting down, going off course...
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