Presentations Need Fabulous Content

by | Oct 5, 2016 | Sales Development

All Sales Presentations must have education and entertainment value.  Above all, it must have fabulous and relevant content.  Get the audience engaged quickly.  You present to the audience and facilitate the discussion – together.  That way you have an...

Know the 4 Buying Behaviors

by | Sep 15, 2016 | Buying Behaviors

There are basically four different types of buyer behaviors that you need to understand – the Aggressor, the Analyzer, the Expresser, and the Harmonizer.  A Breakaway Sales Superstar knows how to adjust their style to meet the style of their buyer.  Your job is to get...

Objections Are Your Friend

by | Sep 13, 2016 | Sales Development

Objections are your friend.  It means you’re getting close to the end of the sales cycle.  On the other side of a well handled objection is usually an order.  And they haven’t invented a drug yet that gives you the kind of high that you experience when a prospect says...

Prepare Your Questions In Advance

by | Sep 6, 2016 | Sales Development

Prepare your questions in advance of every sales call.  The questions must fit the context and circumstances and be tailored to the individual you are calling on.  Great questions showcase your skills.  The quality of the question builds trust with the prospect. ...

Every Call Must Close for Something

by | Sep 2, 2016 | Structured Sales Cycle

Before you make any sales call you must know precisely what you are closing for.  Every call must close for something.  This provides a way to measure your performance.  Did I close for what I wanted, or not? The close is the easiest part of the call, although people...

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