Anthony Cole Training

FEBRUARY 11, 2021

In this article, we discuss the 3 Rules every successful salesperson must follow in order to eliminate stalls and objections during the sales process.

Objections 283

Objections Account Prospecting Sales Process 283

Anthony Cole Training

DECEMBER 16, 2021

According to the Objective Management Group, there are four critical things that separate high-performing banks from others in the industry in terms of their sales and revenue growth.

Banking 159

Banking Groups Objections Revenue 159

Anthony Cole Training

DECEMBER 3, 2020

Years ago, while attending the Objective Management Group International Sales Conference, Dave Kurlan, president of OMG, talked about how to effectively manage opportunities through the pipeline. He made the analogy that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable.

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Prospecting Conference Groups Pipeline 168

Anthony Cole Training

FEBRUARY 27, 2020

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.

Prospecting 161

Prospecting Hiring Objections Sales 161

Anthony Cole Training

AUGUST 15, 2019

Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution.

Face-to-face 143

Face-to-face Objections Sales Process Prospecting 143

Anthony Cole Training

APRIL 13, 2018

Email jeni@anthonycoletraining.com to request a sample of the Coaching Findings form from the Objective Management Group’s Sales Effectiveness and Impact Analysis.

Coaching 166

Coaching Sales Coaching Analysis Objections 166

Anthony Cole Training

MARCH 13, 2019

However, making a sale is not all about the money, and it is a salesperson's duty to overcome their prospect's money problem and be prepared for what objections are thrown their way. Without revenue, a sale cannot be made.

Objections 136

Objections Revenue Prospecting Opportunity 136

Anthony Cole Training

OCTOBER 22, 2019

Those business plans have goals for activities that need to be performed, as well as practice management objectives to be accomplished. When we talk about goal setting, we start with personal goals and then help our clients convert those personal goals into business plans.

Tools 124

Tools Objections Sales Consultative Selling 124

Anthony Cole Training

JANUARY 30, 2019

Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution.

Face-to-face 137

Face-to-face Pipeline Objections Prospecting 137

Anthony Cole Training

NOVEMBER 12, 2018

In 2008, I posted two blogs covering 14 of the 21 core competencies identified by the Objective Management Group Sales Person Assessment. Between then and now, much has taken place that I've written about, and as I fly from Atlanta to Portland, Oregon, I have some time to write about the remaining 7 core competencies.

Groups 136

Groups Objections Sales 136

Anthony Cole Training

FEBRUARY 27, 2019

In this article, we discuss the 3 Rules every successful salesperson must follow in order to eliminate stalls and objections during the sales process.

Objections 137

Objections Account Sales Process Prospecting 137

Anthony Cole Training

JUNE 11, 2013

At The Objective Management Group, Dave Kurlan, the president of the company and creator of the sales force evaluation, defines this as "Buy Cycle". In your pre-call sessions, you should make sure that your sales people are prepared to deal with objections and delays in the decision-making process.

Buying Cycle 191

Buying Cycle Education Objections Insurance 191

Anthony Cole Training

MARCH 31, 2014

And those questions are easier to ask if you''ve established the right profile upfront and you have/use a pre-hire evaluation tool (Objective Management Express Screen) to specifically determine their desire to succeed in selling. I believe the opportunity spoke to my desire to take my career and personal objectives to another level.

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Hiring Face-to-face Objections Motivation 201

Anthony Cole Training

JANUARY 6, 2014

If that is your objective, then you must have a team that allows you - actually, puts you - in a position to accomplish that objective. But if you own a professional football team, you cannot let someone play quarterback just because he’s your friend.". If you are a sales manager, find the best sales and sales support people.

Hiring 184

Hiring Face-to-face Webinar Metrics Objections 184

Anthony Cole Training

MAY 28, 2015

So, why do we get these objections at time of close? If these are the objections you are going to get to buying from you, deal with them before you do all the work and invest all of your time going to underwriting, preparing proposals and practicing your presentation. You didn’t understand the decision making process.

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Closing Sales Qualified Lead Decision Maker Objections 120

Anthony Cole Training

SEPTEMBER 21, 2015

Working with Objective Management Group (The #1 Sales Evaluation and Assessment Tool) Anthony Cole Training Group has identified 5 'must' for a sales manager: Recruiting. Effectiveness as a sales manager requires many skills, tendencies and attributes. Motivating. Managing Performance.

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Sales Management Groups Motivation Objections 120

Anthony Cole Training

MARCH 24, 2014

However, when I reread the sentence, I recognized that the focus was on the wrong objective – sales. Share with them your goals, dreams and objectives? Before I get into the list below, note that I said "help your people stay motivated." When I originally wrote the line, I wrote, "stay motivated to sell."

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Motivation Hiring Sports Compensation 219

Anthony Cole Training

JUNE 1, 2015

Good habits are called good habits because they contribute to the successful completion of the goals and objectives you say you are committed to. Bad habits are “bad” because, instead of taking you towards your objectives, they take you away. Here are my 5 Steps to Better Habits: Identify goals and objectives that are non-negotiable.

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Exercises Objections Call-back Negotiation 120

Anthony Cole Training

AUGUST 29, 2013

Dave Kurlan, CEO of Objective Management Group, will lead you through a compelling 45-minute session on how the magic in OMG''s Sales Candidate Assessment will put sales hiring problems in the rear view mirror.

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Hiring Webinar Metrics Groups Objections 175

Anthony Cole Training

OCTOBER 14, 2014

Do we have people that work well with our corporate objectives? When we evaluate sales management strengths, weaknesses, tendencies and areas of effectiveness using the Objective Management Sales Manager Evaluation, we get findings in several areas. Is our closing ratio improving? Are we selling more today than we did last year?

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Intent Motivation Coaching Sports 199

Anthony Cole Training

JANUARY 14, 2015

Years ago, I contacted David Kurlan, President of Objective Management Group, to discuss contracting with his company to become a distributor of his sales evaluation product. Desire as defined by dictionary.com: verb (used with object), desired, desiring. to wish or long for; crave; want. A resource just like water, food and air.

Hiring 120

Hiring Motivation Insurance Insurance 120

Anthony Cole Training

FEBRUARY 10, 2015

Time and again, I see organizations put together evaluation programs to determine the following: an employee''s progress towards objectives, increases in compensation, allocation of bonuses or earned incentive compensation.

Sales Management 120

Sales Management Compensation Sales Qualified Lead Incentives 120

Anthony Cole Training

JANUARY 5, 2015

Our objective with these videos, these short videos, is to help keep your sales mind fresh with sales ideas, thoughts and stories. You have to learn to stay focused on the objective. She immediately jumped out of her chair and began wildly jumping and flapping her skirt up and down to get the cicada out of her dress. That’s the story.

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Cancellation Face-to-face Objections Video 120

Anthony Cole Training

OCTOBER 31, 2013

One of our business partners is Objective Management Group. Not only does it provide information on skills, traits and tendencies of the sales people and sales managers, but it also provides great insight into the systems and processes that exist in the company that are either supporting or hindering your sales growth objective!

Hiring 193

Hiring System Sales Talent Groups 193

Anthony Cole Training

JUNE 4, 2015

I had no idea about beliefs and the relationship between my beliefs and how I executed as a sales person until I was introduced to the Objective Management Group Sales Person Evaluation Tool. I believe that prospects have their own agenda and objectives that they want to accomplish. That was about 21 years ago. I believe my clients.

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Hiring Referrals Objections Exercises 120

Anthony Cole Training

DECEMBER 3, 2014

Here is the short list: Poor On-boarding - As a leader, we recognize that maybe initially we didn’t do a great job of explaining all the expectations we had and so, when someone fails to meet and objective of the role, we hesitate because we realize that maybe their failure is really our failure to effectively communicate.

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Hiring Sales Management SME Coaching 193

Anthony Cole Training

JUNE 15, 2012

At Objective Management Group President Dave Kurlan has identified 4 Crucial Elements for sales success. There are several contributing factors for success of any kind in any endeavor either professional or personal. Desire for success. Commitent to success. Personal Outlook. Responsibiliy for results.

Report 160

Report Groups Objections Sales 160

Anthony Cole Training

MAY 20, 2015

A guest blog by Dave Kulran, President and founder of Objective Management Group, with an introduction by Tony Cole, President of Anthony Cole Training Group. About 20 years ago, I was fortunate enough to hear about David Kurlan and his company, Objective Management Group. Click here to find out more about the cure).

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Hiring Groups Licensing Pipeline 120

Anthony Cole Training

OCTOBER 14, 2014

Do you have people who work well with your corporate objectives? When we evaluate sales management strengths, weaknesses, tendencies and areas of effectiveness using the Objective Management Sales Manager Evaluation, we receive findings in several areas. Is your closing ratio improving?

Sports 120

Sports Coaching Motivation Segment 120

Anthony Cole Training

APRIL 9, 2012

We work with Dave because his company, Objective Management Group, provides the best analytics to determine the root cause of performance for sales team. Over the last several years our team at Anthony Cole Training Group has worked closely with David Kurlan in our attempt to help sales companies build and execute more successful sales team.

Research 175

Research Survey Marketing Analysis 175

Anthony Cole Training

JANUARY 13, 2014

Pipeline management, although generally disguised as a financial tool to predict future revenue, is supposed to accomplish one major objective: Help sales professionals sell more business, more quickly and higher margins. (You can click the link and download the pdf here--> How Risky is Your Pipeline?).

Sales Forecasts 190

Sales Forecasts Forecasting Margin Incentives 190

Anthony Cole Training

MARCH 4, 2014

When we evaluate a sales organization using the Objective Management Tool - Sales Force Evaluation and Impact Analysi s, we uncover the Sales DNA that drives sales results for the individuals and therefore the company. As part of the DNA, we uncover several items - one of which is called the "Record Collection".

Decision Maker 180

Decision Maker Analysis Education eBook 180

Anthony Cole Training

APRIL 29, 2013

The conference is sponsored by Objective Management Group, a company that produces the #1 Sales Assessment tool IN THE WORLD. I just returned from a conference that I attend annually.

Sales Management 190

Sales Management Conference eBook Analysis 190

Anthony Cole Training

NOVEMBER 19, 2012

If they can't they work with their inside champion to prepare for the decision maker's position, objections and questions. Will most likely eliminate "Think it Overs" - The closer anticipates objections, stalls and questions at time of presentation and handles these during the qualifying stage.

Outsourcing Services 171

Outsourcing Services Closing Hiring Decision Maker 171

Anthony Cole Training

JANUARY 9, 2014

I love talking to executives about their companies, their challenges and their objectives. And because selling is what I do, I have to be successful at my profession. Don’t get me wrong; I love what I do. I love looking for solutions, love working with their people, and love helping others succeed.

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Up-Sell Sales Objections Coaching 190

Anthony Cole Training

APRIL 29, 2013

The conference is sponsored by Objective Management Group , a company that produces the #1 Sales Assessment tool IN THE WORLD. I just returned from a conference that I attend annually.

Sales Management 184

Sales Management Conference eBook Analysis 184

Anthony Cole Training

AUGUST 6, 2010

dealing with objections (7). Habit #3 is about doing, in priority, those activities and behaviors that are consistent with your objectives and goals. My wife, Linda, and I were visiting to discuss an upcoming project and to discuss how we might be of more help to the objectives of the organization. Business Development (4).

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Hiring Ideal Customer Profile Webinar Metrics eBook 192