Within two months of completing the sales training, we saw results!
[VIDEO] Transform your appointment-making skills
This valuable tool allows us a more disciplined approach to identifying our commercial loan sales efforts.
[VIDEO] The DEI Sales process can transform your sales operation
"I’M A BELIEVER! Your Prospect Management helped me to instill some good discipline within my sales group.
The Qualifying Sales Myth
When you engage a prospect during the earliest stages of the business relationship, do you ask manipulative, long-winded “qualifying” questions? Or do you ask simple “do-based” questions that help you to gauge whether you should even be talking to this person? There is a difference. Here’s an example of what a typical “qualifying question” sounds like, according to one supposed “expert” in sales training whose counsel I found on-line: “Would you like some information about our company and what we do?” Here’s another ...
10 Things Every Salesperson Should Know
Salespeople count things all day long. They count the number of appointments they have every day. They count how many calls they make, and how many of those calls result in appointments and sales. They've even been known to count their money before the sale closes. In short, salespeople love numbers. Here, then, is another number that can help you close more sales: 10 things every salesperson should know. 1. Have 10 stories about how you have helped 10 clients. Knowing the facts ...
12 Selling Principles
1. THE OBJECTIVE of each step is to get to the next step. 2. THE DEFINITION of selling is helping people do what they do better. 3. NO ONE “NEEDS” US or what we have to offer; if anyone did “need” us, they would have already called us. 4. OUR NUMBER ONE COMPETITOR is the status quo—what the person or organization is already doing. 5. SELL TO THE OBVIOUS. . . by asking how and why the person is already doing what he or ...