Uncovering the characteristics of a successful salesperson World-class sales hiring is the biggest driver of sales success. The ideal sales hiring formula is different for everyone but the process to engineer is the same. Studies show salespeople who are intelligent and helpful, rather than aggressive and pushy, are most successful Read more…
Kindle | Hardcover | Audiobook Do you like talking to salespeople? What’s the first thing that comes to your mind when you hear the world ‘sales’? The overwhelming experience we had with salespeople over the years were primarily self interested and manipulative. This book is here to change that – Read more…
What do you think is the number one problem small businesses cite time and time again? Most people think it’s finding customers. However, after working directly with so many entrepreneurs and professionals, what Pollard discovered is that finding customers is merely the surface problem. The deeper problem is they don’t Read more…
7 Rules of Sales Negotiation Rule #1 Win first, then negotiate Do not negotiate with your buyer until they name you as their VOC (Vendor of Choice). Look out for explicit and implicit cues whether they have done so. Until that point, you’re not negotiating. Rather, you’re dealing with price Read more…
People don’t buy based on what they hear, based on what they see and based on what you say. They buy based on what they see, what they hear and what they believe. And if you’re not believable, you’re not going to sell as much. People don’t buy because Read more…
Selling is problem solving. With the possible exception of medicine and the ministry, no one is in as good as position as you to solve problems. Nothing on earth brings as much personal satisfaction and gratification as being able to empower another human being to become more efficient, effective and Read more…
No matter what you are selling in life (yourself, your product, or your services) this book provides you actionable insights and sales strategies you can deploy immediately to achieve the sales results you are looking for. Master prospecting. In sales, prospecting is a process of choosing your customers ahead Read more…
90% of the communication we do mostly end up in the ‘croc’ brain of our audience. Croc brain is the oldest part of the brain, often known as reptile brain. It deals with survival, new situations, fight or flight, fear and sex. Here’s a typical croc brain response to your Read more…
As sales become more complex the gap between sales performers widen dramatically. This further underlines the importance of Challenger sales reps, high-performing individuals who respectfully challenge their customers’ perspectives rather than simply agreeing and responding to the perceived needs of those customers. Traditional vs Emerging sales approach In the Read more…
The ability to know exactly what to say and the insertion of a few magic words, could be just the tonic that moves you from counting conversations into making conversations count. #1 I’m not sure if it’s for you, but… Imagine receiving a comment from your employer that started Read more…