Blog
Positive Control Means a Win-Win
Continuing our series on control, we come to another reason that control is of such vital importance: you won’t reach the win-win of a closed sale without it. First, let’s look at why you’re selling someone a product or service, to begin with. If you’re only doing it...
How Important is Control?
In our blogs this month, we’ve been talking about various aspects of a very important subject in sales: control. Control is the second of the 8 core abilities required to be a top salesperson. Control has negative meanings for some people. They resist control because...
Control Early—Close More
This month’s topic, for our blog and for our newsletter, is control. As noted in our last blog, sales training—today and pretty much since the beginning of time—focuses almost exclusively on closing. Yet this constant focus has not resulted in higher closing ratios....
Defining Real Sales Control
If there’s one factor that sales organizations cry out to have—and that salespeople themselves crave—it is control. That is control over the deal. Control over the prospect. Most of all, control over bringing the deal to a close. What is real sales control? First,...
The Decline of Communication in the Digital Age
By Nick Terrenzi When speaking on the topic of communication, I am often asked this question: “Has modern technology improved communication skills?” More recent generations grew up with this technology—are their communications skills better as a result? My generation...
In Sales Communication…Let’s Get Real
For many years, there has been a lack of sales training in certain key areas. Just look at the amount (in millions) that the company spends on sales training each year, mainly on checkout. If such training is effective, then we will definitely finish the course more...
In Sales, It’s a Matter of Trust
Very early on in any sales cycle, you must establish trust. This is, in fact, the first job of a salesperson. In order to sell to a prospect, you must get them to tell you about their lives, hopes, dreams, and problems—which won’t happen unless they trust you enough...
Sample Probing Questions to Get Prospects Talking
As a salesperson, it is very common to speak with a prospect that doesn’t automatically open up to you, continue a conversation, openly communicate or answer all of your questions immediately. A salesperson's success depends on his ability to get and keep the...
Using statistical analysis to manage your sales productivity
Ever wonder how a really good salesperson can consistently hit his quotas? And why others can’t seem to even come close to what they need to make to just pay their salaries? Well, so do a lot of people! The key is in statistical analysis. But what is that? And how do...