Hosting Workshops? Environment Counts.

Engage Selling

This month I spent a day working with a group of world-class data visualization architects. Who even knew there was such a profession! Nor that the best in the world were based in Toronto.

Referral Selling Workshop: The No More Cold Calling Workshop.

No More Cold Calling

Home » The No More Cold Calling Workshop-->. The No More Cold Calling Workshop. The No More Cold Calling Workshop. Limited Seating: Enrollment is limited to 50 referral-sales workshop participants. Boost your close rate to more than 50 percent. The No More Cold Calling Workshop. Limited Seating: Enrollment is limited to 50 referral-sales workshop participants. Speaking. Joanne Black’s Speaking Topics. Speaking Video. Training.

Five Types of Questions to Ask Prospects

The Sales Heretic

In my training seminars and workshops, I typically give audiences 20 to 40 [.]. Sales close discovery product prospect questions seminar service training workshopThe single best thing you can do with a prospect—at any point in the sales cycle—is to ask them questions.

Panel Discussion: Effective Closing

Pipeliner

If ever there was a subject that salespeople can’t get enough of, it is CLOSING! The good news is that there are real skills and techniques that can be learned to ensure closing is a natural and smooth part of the sales process. Sales Experts Advice and Tips.

Eight Ways to Make Your Sales Meetings More Valuable

The Sales Heretic

In my seminars and workshops, one of the most frequent complaints I hear from salespeople is that regular sales meetings are a waste of their time.

Sales Tips: Accelerating Close Dates

Customer Centric Selling

Sales Tips: Accelerating Close Dates. Unfortunately, there will be instances of sellers transferring their stress to buyers with hard closes that pressure people to buy. Take a look at the sales training workshops available to get started and improve sales performance.

Sales Tips: Who Are Your Salespeople Closing?

Customer Centric Selling

Sales Tips: Who Are Your Salespeople Closing? By John Holland, Chief Content Officer, CustomerCentric Selling®.

10 sales productivity tactics to close more deals

Close.io

10 sales productivity tactics you can use to close more deals. Digging deeper into exactly how to achieve sales productivity gains on your team, here are 10 of our best sales productivity tactics, strategies, tools and processes you can implement and start closing more deals today.

8 Steps for More Effective Closing - Sales Solution #10

Anthony Cole Training

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Four ‘Have To’ Strategies for Closing Sales. close more sales (21). 8 Steps for More Effective Closing - Sales Solution #10. Close more business.

Sales Tips: How Staying on Top of the News Can Help You Close Sales

Customer Centric Selling

Sales Tips: How Staying on Top of the News Can Help You Close Sales. By Drew Steigerwald, Co-Founder of 1440 daily news digest. Creative Commons photo: Source.

Do Your Closing Questions Come to You Naturally?

Jeff Shore

So you sign up for a seminar or a training session about perfecting your closing questions. This is particularly applicable to closing questions. Too often salespeople mistakenly believe that the entire sales process is relational, but that the close is procedural. Closing 2.0

Sales Tips: "Always Be Closing"

Customer Centric Selling

Sales Tips: "Always Be Closing". Part of the problem has been the misguided emphasis people place on closing. Frequent closes in B2B sales can be offensive to buyers. It’s demeaning when sellers try to close non-decision makers.

Best Sales Questions to Close More Sales

Anthony Cole Training

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Best Sales Questions to Close More Sales. Dont Miss Tonys Upcoming Workshop!

Stop the Lose-Lose-Lose Selling and Increase Your Close Rate

SalesProInsider

At the start of a recent workshop, I asked the group, “What do you want to get out of your investment of time and energy today?” At least 50% mentioned a desire to close more sales. Not a surprise for people in a sales workshop, I’m sure.

Prospects not replying? How to follow-up better and move to close more quickly

Smart Calling

” “How close are we to making this happen?” How to follow-up better and move to close more quickly appeared first on Smart Calling Blog. Do you really know where you stand with the prospects in your follow-up files right now? Come on, really now?

Sales Tips: OOPS - Are You Closing the Wrong Person?

Customer Centric Selling

Sales Tips: OOPS - Are You Closing the Wrong Person? His advice to “always be closing” probably caused many B2B sellers to cringe. While most applicable to B2C sales, the "always be closing" mentality has unfortunately become part of the general sales stereotype.

How To Close Your Next (And EVERY) Call…

MJ Hoffman

The age of “Always Be Closing” is dead. Sleazy sales tactics and aggressive closing techniques don’t work on modern buyers, so reps must embrace a different kind of closing mindset. That’s why I train salespeople to “close” at the end of every interaction with their prospects. Why Incremental Closing Works. Incremental closing is effective for three reasons. Third, incremental closing creates momentum. How to Use the Incremental Close.

Sales Tips: Before Closing, Refer to this Checklist FIRST

Customer Centric Selling

Sales Tips: The Checklist You Need BEFORE You Close. Have you ever had opportunities in which you won the business without having to close? Many sellers close on their timeframes (end of month, quarter or year) with little regard for where buyers are in their buying processes.

Sales Training Article: Trouble Closing - or Selling?

Customer Centric Selling

Sales Training Article: Trouble Closing or Selling? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net Unlike other B2B selling skills, closing gets a disproportionate amount of attention.

The Pipeline ? Slow to Close or Slow to Die? ? Sales eXchange ? 128

The Pipeline

Slow to Close or Slow to Die? If you are stuck in a stage or a sale too long, it is less likely to close. If you cannot answer the question “is this one slow to close, or slow to die?”, Close. Workshops. Home About The Pipeline. Contest. Free Resources.

Will Customers evaluate Your Storytelling Credibility?

Babette Ten Haken

Especially if they, themselves, have not experienced anything close to the success with your company that your storytelling talks about. Even if you are trying to close a deal and win a new customer, remember, your stories are retention-based.

Sales Tips: Is Your Organization Customer-Centric?

Customer Centric Selling

Nurtured leads provide low entry points and low close rates. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: Is Your Organization Truly Customer-Centric?

Sales Tips: A Critical December Tactic

Customer Centric Selling

You’ll have potentially missed the opportunity to close this business by the year-end. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: A Critical December Tactic.

Sales Tips: How to Avoid a Stressful Year-end

Customer Centric Selling

Her position was analogous to a seller needing to close every opportunity in his/her pipeline to make quota. As companies enter the fourth quarter, many sales managers and executives ask sellers for personal commitments of revenue numbers they’ll close.

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Sales Training Article about Premature Closes

Customer Centric Selling

Sales Training Article: Premature Closes. Sellers are known to be most obnoxious at the start of buying cycles in bus dev efforts and at the end of buying cycles when closing. Frantic quarter closes have a way of becoming the norm when the pipeline is emptied at the end of each quarter.

Sales Tips: How to Earn the Right to Close

Customer Centric Selling

How to Earn the Right to Close. To me this is a reinforcement of the fact that far too much emphasis is placed on closing. Many peoples’ impression about selling and closing is based upon experiences they’ve had in B2C transactions.

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Sales Tips: Which Language Are You Using?

Customer Centric Selling

Unless at a car dealership (where you’ve come to expect it) when a seller asks what they have to do to close a deal, buyers want to take a shower after the call. Take a look at the sales training workshops available to get started and improve sales performance.

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

If you were thinking you were going to rely on what you didn’t close in 2016, you are a little late to the party. The reality: If you don’t close anything this January, you’re going to have to close twice as much in February just to make year-to-date (YTD) quota!

Sales Tips: 8 Signals That Your Buyer Is Ready to Close

Customer Centric Selling

Sales Tips: 8 Signals That Your Buyer Is Ready to Close. I’ve had several sales executives and CEOs tell me "My salespeople can’t close." But the best selling efforts can mean there is no need to close. How to Set Up a Perfectly Timed Close.

Sales Tips: Race to December 31st - Marathon vs. Sprints

Customer Centric Selling

The best scenario is that you make your number this year but find 2017 is effectively a 10-month year because you had to close most everything that was in your pipeline. Take a look at the sales training workshops available to you to help improve sales performance.

Is Motivating Salespeople What It Takes To Drive Sales Results?

Anthony Cole Training

I have done many workshops over the years and, normally, in the very beginning, I ask: What is it that you want to leave here with that would make this a great investment of your time? close more sales motivating salespeople getting consistent sales performance effective sales management

Sales Tips: Garbage In, Garbage Out

Customer Centric Selling

During a workshop I was teaching I asked the VP Sales (Phil) if he was using their offering to forecast. From the first month of being hired, each rep’s historical close rate at each milestone was captured. Sales Tips: Grading Opportunities - Garbage In, Garbage Out.

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Sales Tips: 5-Step Execution Plan for Q4

Customer Centric Selling

You’ll have potentially missed the opportunity to close this business by the year-end. Use the ‘Gentle’ or ‘Hard’ emails that I introduced in your workshop, depending upon the circumstance. They weren’t going to close. Close the business by December 14 th.

Sales Tips: Quality Control and Seller Productivity

Customer Centric Selling

The desired result would be that sellers work only on transactions with reasonable chances of closing. Sales Tips: Determining "Forecast" vs. "Sunshine Pump". By John Holland, Chief Content Officer, CustomerCentric Selling®.

The Pipeline ? Contest ? Enter To Win!

The Pipeline

Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. As you may have noticed over to the right, we are presenting the Proactive Prospecting Workshop in Toronto/Markham, scheduled for April 13.

Sales Tips: BANT

Customer Centric Selling

Creating a written Sequence of Events that shows steps and activities leading up to issuing a proposal would be preferable to getting a seller’s opinion of when a transaction will close. Take a look at the sales training workshops available to get started and improve sales performance.

Sales Tips: Proactively Gaining Access to High Levels

Customer Centric Selling

Rowing out” is more challenging but the ability to target companies that fit ideal profiles and Key Player titles should yield higher close rates and transactions sizes. Take a look at the sales training workshops available to get started and improve sales performance.

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Sales Tips: Understanding "No Decision" Losses

Customer Centric Selling

Just think what your December performance would have been like if only one or two of those No Decisions closed as forecast? Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: No Decision Losses - The Good, Bad & Ugly.

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Sales Tips: Can "A" Players Improve?

Customer Centric Selling

A few years ago I was teaching a workshop for new hires of a long-term client. A seller that had taken the initial sales training workshop stopped in the classroom just before we started. Take a look at the sales training workshops available to get started and improve sales performance.

Sales Tips: Warning for VPs of Underperforming Sales Teams

Customer Centric Selling

Unfortunately they are all doing their own thing and closing nothing.". "We I’m conducting a CustomerCentric Selling® workshop in Denver, March 7-10. Take a look at the sales training workshops available to get started and improve sales performance.