The 8 Communication Habits of Highly Successful (and Rich!) Sales People

Have you ever been blindsided by an issue-career-related or in your personal life-that seemed to come out of nowhere? 

Do you remember how gut wrenching and overwhelming it seemed? It's a mistake many salespeople make-we tend to ignore the little issues, hoping they will go away. But these can grow inadvertently to become big problems that can cost us lost business or become a source of friction in how we deal with our customers.

Building Profitable Relationships:
A Selling Innovation Overview, from Cold Call to Close in 90 minutes

Being a successful sales person today means first letting go of a lot of those old, faithful, "tried and true" ideas that used to work, but now only get between you, and making the sale.

Honesty Sells

Those who are in the top 20 percent of the sales profession have mastered the art of open, honest communication with their clients. They've overcome all kinds of communication barriers because they understand that every dimension of sales is affected by their ability to engage in meaningful dialogue.

Secrets of the Top 10%:
How to Sell More, Work Less and Make More Money in the New Year

Learn the secrets of the top 10% and kick of your year profitably. Colleen shares with you what countless top performers have told me about the secrets to their success, and discuss how you can use that knowledge every day to sell more, in less time, and make more money doing it.

18 Things You can Do NOW to Ensure you Blow your Sales Goal Away!

As we move into the final quarter of the year it's time to pump up our sales activity to ensure we finish the year with a bang (and a big over achievement bonus).  Now more than ever, you can't afford to lose sales. So how do you find out where you are falling short, and what can you do to go from "simply average" to the top of your profession before the end of the year?

Plan for Success:
How to Double the Quota Your Manager Set for You.

In sales, we all have goals or quotas that are set by someone else. Top performers also have goals that they set for themselves. Usually those goals are higher than what their managers expect. Why? Because top performers want to earn more!

Cold Calling:
5 Steps to Cold Calling that Won't Leave You Out in the Cold

While we may agree that cold calling is not the most effective way to generate new business, many of the sales professionals I work with who make a six-figure living tell me that effective cold call training was the basis for their sales success.

How to Effectively use Gatekeepers, Voicemail and Email to Engage Your Prospects, Get the Appointment and Make the Sale.

Voicemail and Gatekeepers. We love them because they let us ignore calls we don't want to take, or prepare for calls we'd rather not take right now. We hate them because they also let our prospects do the exact same thing - including ignoring calls from us! Like all business tools, gatekeepers and voicemail can be a double-edged sword. But the fact of the matter is, if you know how to manage them, you'll never again have to blame voicemail or gatekeepers for not closing enough business.

Love the One You are With:
Mining for Prospects in Your Own Network and Get More Referrals

Let's face it, when we, as sales people talk about how great your product is the customer thinks we are just being a typical sales person and they don't believe us. When our own clients discuss the merits of our great product however, our prospects believe them to be talking the truth!

Prospecting Calls:
Overcome your fear of rejection to get more appointments with the right people by making less calls.

While we may agree that prospecting calls are not the most pleasurable way to generate new business, many of the sales professionals I work with who make a six-figure living tell me that making effective calls are the basis for their sales success.

Prospecting: Filling Up the Sales Funnel.
12 Tips for Earning Consistent Revenues - and Commissions All Year Round

The key to sales success is prospecting. You can learn all the best closing techniques developed, ask the best questions and know how to answer all the objections a prospect can hurl at you.

Selling on the Telephone:
How to Make Warm Calls that Bring in Hot Sales!

Phone selling is a very different set of skills than you can find in any generic sales training. This tele-sales web class will show you how to convert cold calls to warm calls every time you make an outbound call, or take an inbound call. You will gain more meetings, make more presentations and close deals up to 50% faster.

Converting Objections into Sales

Let's assume you have done all the right things during the sales cycle and you still experience hesitation or objections at the end - don't worry. It happens to even the top 10% of sales people some of the time. What should you do?

Getting past "Let me think about it over the holidays": Get sales closed now!

It’s getting close to the end of the calendar year and I suspect many of you may be feeling what I like to call the “end-of-year blues”. On the one side, you’ve got pressure from your manager to close deals NOW! On the other, you’re getting the brush off from clients who want to call you back after the holidays, next month or next year. Stuck right in the middle? Yup, you guessed it – it’s lucky old you!

Lead with Need! Asking Questions to Help Buyers Buy From You More Often

It has been said that Prospects only care what you know, after they know how much you care. about them! Nothing could be more true today. Successful and rich sales people know that the fastest way to make sales and build a customers for life is to focus on the customer first, by asking questions.

Bidding, Quoting & Proposals:
How to write them, deliver them and win them while navigating the purchasing department

Previously, we presented a webinar that came at the request of countless Engage customers who cry "Help, I am in the purchasing department's basement and I can't get out!"

For those of you forced to juggle the delicate and varied interests of the decision maker, the purchasing departments, legal contracting and our own companies. We looked at best practices for navigating the purchasing department and writing a proposal that wins every time (even at your list price!).

Closing

Being a successful sales person today means first letting go of a lot of those old, faithful, ideas that used  to work, but now only get between you, and making the sale. Overly aggressive or persistent cold calling, too-polished power points and corporate brochures, and insincere closing tricks and tactics are both out of date and - nine times out of ten - unsuccessful.

How to Sell at Your Price:
Without Discounts, Bribes, Gimmicks or Tears

To succeed in today's marketplace, every salesperson needs to know how to negotiate without giving in, and how to be firm without losing a potential customer while maximizing the revenue from each sale. Sales experts agree that the top 20% of sales people never cave in on the first round.

Presentations that Profit

What are poor sales presentation skills costing you? If you don't prepare and rehearse your delivery, at best you squander your reputation and at worst, lose the sale. In either case, a profitable opportunity is lost forever.

A well delivered sales presentation will resonate with your customer and help you drive sales to make an immediate impact on your results.

C-Level Selling: The Secret for Making High Level Sales

Many sales people don’t call C-level executives because they think that they executives don’t want to be bothered with sales people. WRONG! True, getting through to the C-Level Executive is the biggest barrier a sales person faces. False, they aren’t interested in your products. They key is knowing how to get through, be welcome, and what to say. Hint, they don't want to hear about your product.

Get Over Yourself! The most powerful tool in your sales work belt is your customer

The top 10% of sales people know that customer referrals and testimonials are a sure fire way to win more business. Let's face it, when we, as sales people talk about how great your product is the customer thinks we are just being a typical sales person and they don't believe us. When our own clients discuss the merits of our great product however, our prospects believe them to be talking the truth!

When it's your First Date with the Prospect,
You Better Understand the Fine Line between Persistence - and Stalking!

In sales, there's a fine line between persistence and stalking. In my experience, with the exception of prospects who are already in the sales cycle, that line is usually drawn at about once every 4-6 weeks.