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Asking questions drives the sales process by allowing you to understand the challenges, fears, hopes and desires of your prospect.

They’re especially important on that first cold call.

After all, good questions invite good answers. The more you can do to make your prospect reveal themselves (while you , of course) the more likely you are to solve their unique problems and make a sale.Read More…

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How to Stop Negative Thinking and Make More Sales

How to stop negative thinking in salesMindset has such a big impact on sales success.

Unfortunately, it’s quite easy to fall into the trap of negative thinking, especially if you’re just starting out, or if your numbers aren’t where you’ want them to be.

No one wants to find themselves in that situation. But if we’re being realistic, it happens to everybody.

The good news, is that there are a number of things you can do to prevent negative thoughts from arising. Or, to combat and turn them around when they do.Read More…

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7 Sales Books That Will Kick Your Sales Team into High Gear

Top Sales Books to Share in 2019

No matter where sales professionals are in their career, continuing education is crucial to success.

One of the easiest ways to keep yourself or your team on the cutting-edge is by reading books from top sales experts. In fact, it’s easier than ever. In addition to print, top titles are often available on e-readers and in super-convenient audio formats.

If you’re interested in kicking your sales team into high gear (or if you just want to gain some wisdom yourself) here are seven top sales books to dive into…Read More…

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Should You Leave Voicemails on Sales Calls? The Clear Answer.

Should you leave sales voicemails

There’s a good amount of debate on whether sales professionals should bother to leave a voicemail during sales calls.

Where do YOU stand?

The Arguments Against Leaving Voicemails

The biggest arguments against are that it takes a long time, it’s a slog, and that response rates are low. Let’s examine each…

Leaving voicemails eats up a lot of time

Obviously, speaking your message is bound to take 20-40 seconds per message. But, that’s only half of it. When you factor in listening to the contact’s recording and waiting for a beep, you’re looking at close to a minute.Read More…

Photo of John Green

Hate No-Shows? These 7 Tips Drive Up Attendance of Demos & Appointments

Reducing no shows for sales meetings

You’ve got a warm prospect.

Maybe they signed up for a demo on your site. Or you connected with them on LinkedIn. Or perhaps you called them, and piqued their interest for a follow-up meeting.

So, you agree on a date, and put a meeting on the books. When the day of the meeting arrives, you’re excited. You feel like a sale might be just around the corner.

Except… they never show up.Read More…

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