Sales Tips – Shut Up!


After you ask for the sale – SHUT UP! Don’t say anything! For the love of God wait for the prospect to respond! This sales tip sounds easy enough, but so many of us fail. Yet, it’s so simple and such an effective sales technique. Instead of asking “Would you like to buy it [Period]?” ” [.]. Sales Tips

Heavy Hitter Sales Blog: Sales Kickoff Agenda: The Most Important.

HeavyHitter Sales

Regardless of whether your company calls it the annual sales meeting, yearly sales conference, or once-a-year sales rally, the annual sales kickoff meeting is the most important sales meeting of the year. The structure of the

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Don't Stop B2B Marketing During The Holidays

Green Lead's B2B

As regular as Halloween and football, this time of year Green Leads usually hears the following questions from both new and existing clients. Why should we do appointment setting during the holiday months? Plus it's Q4, who has time for introductory appointments anyway?" Here are some points to ponder and they are relevant to all marketing programs, not just to appointment setting. The general message is to maintain momentum and take advantage of the time of year, not to shy away from it.

Leading U.S. Electrical Distributor Reports Phenomenal Results For.

Paul Cherry's Top Sales Techniques

Performance Based Results recently completed a three-month sales-management training process with one of the largest and fastest growing electrical

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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How Good Managers Can Hold Employees Accountable

Paul Cherry's Top Sales Techniques

Our client Jeff was happy with the seminars we ran with his managers last year. This time, he wanted us to work with his employees again, explaining

The Friendship Factor


Your success in every area of life will be based largely on the quality and quantity of relationships that you can initiate and develop over time. In the world of business and sales today, relationships are everything. We often call this the "friends

Two Keys to Achieving Your Goals


You need to feed your mind the possibilities and send the right message to your subconscious mind. What seems difficult should be considered easy. What you think you can't do should become something you can do. What you don't believe is possible shou


How To Get Face To Face Over The Phone


When you are sitting with a prospect it's much easier to read their body language. You can see the look on their face when they're confused about something you said. You can see the delight when you hit a hot button for them. You can read the shifts

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

Selling a Price Increase in a Soft Market


Selling a price increase in a soft economy is certainly harder than selling one in a booming market. However, as professionals, salespeople need to take the time to know and understand how to sell a price increase in all types of markets. It doesn

Heavy Hitter Sales Blog: Selling in a Recession: Avoid the Cesspool

HeavyHitter Sales

Selling in a Reccsion is different. Just because you won the selection process doesn't mean you have won the deal. At this point you are only half way home because there is an another equally challenging sales process

The Top Ten Bogus Beliefs about Selling


We’ve identified ten common disempowering beliefs that stifle professionals in their efforts to grow their business. We call them bogus beliefs. Pay close attention: Having even one of these bogus beliefs is a mental roadblock to attracting and achie

Principles of Persuasion - Speak with Power and Passion


Whether you're in commission sales or on a salary, your income and career advancement are directly linked to your ability to communicate and persuade. The higher you climb the corporate ladder, the more you will be called upon to speak. It doesn't ma

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

6 Steps to Closing a Sale


When I'm driving to an a appointment I'm not listening to the radio, I'm imagining how the sale is going to end up, me closing the sale. When I arrive at the appointment I sit in my car for a few minutes, close my eyes and visualize every thing happe

Three Goal Setting Tips That Will Change Your Life


Get out a piece of paper and start with your top 100 goals. Start writing a list of the things you want to accomplish in your life. I mean anything you can imagine, learning a language, taking a trip, meeting a famous or not so famous person. Write o

Heavy Hitter Sales Blog: Selling in a Recession: The Value of E-Mail

HeavyHitter Sales

During a recession you not only have to compete against your regular competitors, you must also fight the most dreaded enemy of allno decision! During tough economic times the only thing you can count on is that you're

Are You a Sales Professional or Semi-skilled Laborer?


The typical company gives their sales team members less than 50 hours a year in formal training—and the majority of that training isn’t sales training but is rather product training. Studies have discovered that the typical salesperson invests less

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

What Not To Do On a Cold Call eMail


Prospecting by email is very much like prospecting by phone. Your phone call needs to be direct and concise, focused on your prospect and on the value that you represent. Likewise, your email needs to be direct and concise, focused on your prospect

Face The Dragon - Dealing With Decision Makers


As a sales professional, you face a dragon when you meet with decision makers in the organizations you prospect and present to. Your sale may not be worth one hundred thousand dollars but that doesn't diminish the importance of your meeting or presen

3 Ways To Handle the Recession Objection


Heavy Hitter Sales Blog: What Salespeople Want From Sales.

HeavyHitter Sales

That time is fast approaching once again. It's time to gather the troops for your annual sales kickoff meeting. Most assuredly, your next sales conference will include the obligatory updates about products and the on-going

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

Cold Calling That Builds Great Relationships


"Fake it 'til you make it" may not be the best way to go when you are cold calling. Being genuine and sincere are more likely to gain you the sale. People want to feel like you are truly interested in them. So, keep it real. Sometimes the finest

The Strangest Secret


Your belief system, like your computer, doesn't judge or even question what you input; it merely accepts your thoughts as the truth, the whole truth and nothing but the truth. Think thoughts of defeat or failure and you're bound to feel discouraged

The Price Increase Switching Game


When you are presented with the threat of a customer moving to another supplier because of a price increase, focus in on the cost of the conversion instead of allowing yourself to panic. Remember, the process is never as easy as they think it's goin

Maximizing Your Price ? The Value / Benefit Equation


As a salesperson, you should never allow yourself to get steamrolled into a price increase discussion with a customer that is centered solely on raw costs. Whenever you present a price increase, always begin by asking them questions about the benefi

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

Selling the Mocha Grande


Why are we so hung up on price when it comes to selling? It is never solely about price. Certainly, price is a contributing factor, but it is not the factor. People simply do not make important buying decisions based on money. If that were the ca


Networking: It's Better To Give


For those who continue to wear “networking blinders,” only thinking of how others can help them, they are missing out on many, many opportunities beyond their immediate sphere of influence.Who wasn’t told as a child that it’s better to give than to r

Heavy Hitter Sales Blog: Selling in a Recession: You Must Have a.

HeavyHitter Sales

In order to win any deal, you need proprietary information about the internal machinations (biases, conspiracies, and secret schemes) of the customer's decision making process that only a spy can provide. Without a spy, you

Are You Listening?


Recently, a window company rep called me and asked if I was interested in having a free, no-obligation sales call. I explained that we had replaced all our windows five years ago and that I was not interested. She got very annoyed and was adamant tha

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.