4 Secrets to Making The Sale

4 Secrets to Making The Sale

Getting Started in Sales What happens when you battle-test your team via a year of intensive sales training? You’ve invested in creating the absolute best of the best. I’m thinking back on the training at IBM directly following university graduation. This training was...

Presentations Need Fabulous Content

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...

Objections Are Your Friend

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

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. ...

Knowing is the Enemy of Learning

Knowing is the enemy of learning.  Listening is its friend.  Keep an open mind.  Seek different points of view.  Listen to understand versus listening to formulate your arguments.  These are the secrets for influencing others.  Selling is the art of influence. In a...

Selling is Like a Bicycle

Selling is like a bicycle.  The back wheel is your product knowledge providing power and propelling you forward.  The front wheel is your relationship skills providing direction taking the prospect where you want to go.  The frame is your territory and time management...

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