7 Ways to Get to the Truth: When the Sale Disappears

Based on his most recent e-mail, "Everything looks good -- I'll get back to you so we can move this forward"--everything points to a probable sale. You feel so relaxed, happy, and hopeful. Then a couple of days go by with no phone call or e-mail. You tell yourself, "He's probably busy. I know he'll get in touch tomorrow." But tomorrow comes and goes with no word.

You start to panic. Your self-talk turns negative: "I can't believe this...This is really starting to hurt...He let me believe it was a sure thing...I trusted him...now he's disappeared on me, and I was counting on this sale..." The relaxed, happy feeling is gone. You've fallen victim to "hopeium " again.

Have you been in this situation before?

Of course you have--we all have, and it's painful. So, can you keep from getting dropped? Yes--With the new mindset, you can abandon the salesperson role and come from a place of integrity that stems directly from your personal brand that doesn't compromise your authentic self. This opens communication with your potential clients so you can learn the truth about their situation--and that's what you always want.

These suggestions will help:

* Don't assume the sale. Potential clients are used to the traditional buyer-seller relationship, so they may decide not to tell you things that might make them vulnerable to you. Until you're sure you know the complete truth, you can never assume the sale.

* Keep making it easy for potential clients to tell you their truth. Toward the end of your conversation, ask, "Do you have any more questions?" If potential clients say no, follow up with the 100-percent-final truth-gathering question: "Now, are you 100 percent sure that there's nothing else that I can do on my end to make you feel more comfortable with this situation?" You'll be amazed how often people then say, "Well, actually, there is one more issue..." And it's at that point that you really start to hear their truth.

* Call back to get the truth, not close the sale. Most potential clients who suddenly "disappear" will be expecting you chase them down by calling them and saying, "Hi, I was just wondering where things are at?" Instead, eliminate all sales pressure by telling them that you're okay with their decision not to move forward, based on their not having called you back. In other words, take a step backward. Most of the time, it'll open the door to a new level of open, trusting communication.

* Reassure potential clients that you can handle a "no." Of course we'd rather not hear a "no." But the only way to free yourself and your clients from subtle sales pressures is to let them know that it's not about the sale but about the best choice for them--and if that means no sale, it's okay, because it's ultimately not about you but about them.

* Ask for feedback. Whenever potential clients "disappear," call them back (e-mail them if you have to, but only as a last resort because dialogue is always better) and simply ask, "Would you please share your feedback with me as to how I can improve for next time? Now that our sales process is over, I'm committed to understanding where I went wrong." This is not being feeble or weak -- it's being humble, which often triggers the truth.

* Don't try to "close" a sale. If your intuition tells you that the sales process isn't going in the direction it should be going - which is always toward greater trust and truth--trust those feeling. Then, make it safe for potential clients to tell you where they stand. It's simple--all you have to say is, "Where do you think we should go from here?" (But be prepared: you might not want to hear the truth of how they're feeling. You can cope with this by keeping your larger goal in mind, which is always to establish that the two of you have a "fit.")

* Give yourself the last word. Eliminate the anxiety of waiting for the final calls that will tell you whether the sale is going to happen--instead, schedule a time for getting back to each other. This eliminates chasing. Simply suggest, "Can we plan to get back to each other on a day and at a time that works for you--not to close the sale, but to simply bring closure regardless of what you decide. I'm okay either way, and that'll save us from having to chase each other."

You'll find that these suggestions make selling much less painful because you learn to focus on the truth instead of the sale.

With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years.

His profound discovery of shifting one's mindset to a place of complete integrity, based on new words and phrases grounded in sincerity, has earned him distinction as the world's leading authority on how to build trust in the world of selling.

Leading companies such as Gateway, Clear Channel Communications, Brother International and Fidelity National Mortgage have called on Ari to keep them on the leading edge of sales performance. Visit http://www.unlockthegame.com to get his free sales training lessons.

In The News:

The Brooks Group Marks a Decade of Being Deemed a Top 20 Sales Training Company by Training Industry  PRNewswireGREENSBORO, N.C., March 22, 2019 /PRNewswire/ -- The Brooks Group, a global sales training and selling solutions firm, has been named to Training ...
ATD Research Presents: 2019 State of Sales Training  ATDKey findings from ATD Research's new report on the 2019 state of sales training.
Simple Ways to Keep Sales Training Relevant and Valuable  ATDWhen existing *content* is served up with *fresh* context, it extends its shelf life and increases the likelihood that salespeople will tap into it.
Bridging the Gap Between Sales Training and Sales Strategies  Customer ThinkIn an always evolving enterprise environment, it's crucial to keep your sales reps trained and informed of every shift in focus and new priority market. Companies ...
ATD Research: Despite Significant Investments, Lack of Accountability Hinders Sales Training Efficacy  ATD(ALEXANDRIA, VA), March 12, 2019—According to the 2019 State of Sales Training, the new research report from the Association for Talent Development (ATD) ...
Wilson Learning Named to the 2019 Training Industry Top 20 Sales Training Company List for 11th Consecutive Year - Press Release  Digital JournalWilson Learning Worldwide announced today that it was selected by TrainingIndustry.com as one of the 2019 Top 20 Sales Training Companies. For 55 years ...
Ahmedabad based Company Yatharth Marketing Solutions become Top Sales Training Companies in Gujarat  APN NewsYatharth Marketing Solutions started in the year 2014 at Ahmedabad with a goal to assist new ventures. They helped individuals and small companies to set-up ...
Showpad Introduces Unified Sales Enablement Platform, Combining Sales Content Delivery with Training and Coaching in a Single User Experience  MarTech SeriesGlobal sales enablement leader Showpad launched the Showpad Sales Enablement Platform, which unifies sales *content*, training and coaching into a single, ...
Report: Fast-growing companies 80% more likely to boast sales training programs  HR DiveFast-growing companies were 80% more likely than slow-growing counterparts to make commercial progress through sales training programs, a study from ...
Costello Announces Partnership with JBarrows Sales Training to Combine…  Virtual-Strategy MagazineINDIANAPOLIS (PRWEB) March 11, 2019 Costello, an A.I. driven conversational playbook platform, announced this morning that it is formally partnering with.
How to Increase Morale and Assert Leadership During Your Sales Team Training  EntrepreneurIn this video, Entrepreneur Network partner Mike Phillips discusses some of the considerations you should make before engaging in sales training. Keep in mind ...
News from the Y: The Latest Edtech Startups in Y Combinator’s Winter 2019 Class  EdSurgeWhat's the latest from the Y? Over Monday and Tuesday earlier this week, entrepreneurs from 189 startups took the stage for Demo Day, the de-facto ...
Salespeople, Stop Worrying About Being Liked  HBR.org DailyThe myth that likability is a crucial sales trait remains alive and well. As I travel across the country and around the world training teams and executives, I run into ...
The 5 Likeliest Reasons Your Business Isn't Generating Sales  EntrepreneurStartup founders must do more than create a business and a product. They have to create an internal sales process to get it to the right customer.
How to Apply Six Sigma Principles to Enhance Sales  Security Sales & IntegrationSix Sigma is a structured, disciplined and rigorous approach to process improvement. Learn how the concept can be applied to sales processes.
Sales Training Specialist - Keeper Security, Inc.  Built In ChicagoKeeper Security, Inc. is hiring for a Sales Training Specialist in Chicago. Find more details about the job and how to apply at Built In Chicago.
Get 160 hours of game development training for only $39  EngadgetIf you're like most avid gamers, chances are you're getting some serious FOMO watching industry professionals experience the latest games and hardware at ...
Integrity Solutions Wins Two Stevie® Awards for Sales Consulting and Training Excellence  Business WireNASHVILLE, Tenn.--(BUSINESS WIRE)--The leading sales performance, coaching, and training innovator – Integrity Solutions – is the winner of two global ...
Boeing promoted 737 MAX as requiring little additional pilot training  WRAL.comNew evidence has surfaced that Boeing told its commercial airline customers that the 737 MAX was fundamentally similar to previous versions of the workhorse ...
4 Reasons LinkedIn Has Become Indispensable to Business Leaders  EntrepreneurNo longer just a place for professionals to connect, LinkedIn has really become the backbone of the global business community.
What Key Performance Metrics Should Sales Managers be Held Accountable to?  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
Sales Development Representative - Spredfast + Lithium  Built In AustinSpredfast + Lithium is hiring for a Sales Development Representative in Austin. Find more details about the job and how to apply at Built In Austin.
Vivint Solar Honored with Nine Stevie Awards for Exceptional Sales and Customer Service  PRNewswireLEHI, Utah, March 19, 2019 /PRNewswire/ -- Vivint Solar, Inc. (NYSE: VSLR), a leading full-*service* residential solar provider, announced today it was awarded ...
Sales Training Brisbane: Forget Selling, Start Leading  NewswireJames McNamara provides sales training courses in Brisbane. He encourages salespeople to focus more on learning to lead the client.
How Channel Leaders Can Avoid The Worst Sales Mistakes And Win Every Time  CRN'Salespeople talk too much, they sell too soon, and they don't take enough time to understand their customers,' sales training coach Chris Bennett tells channel ...
Global Product-based Sales Training Market Outlook 2014-2018 & Growth 2019-2024  Business GazetteGlobal Product-based Sales Training Market Report Contain Analysis of Years 2014-2018 and Forecast 2019-2024. The report titled “Global Product-based ...
Security Dealers: How to Gain New Profits by Expanding Products & Services  Security Sales & IntegrationWhile it may be easy to stay within your comfort zone, to remain competitive security dealers and integrators must consider expanding their offerings.
ValueSelling's Chad Sanderson Recognized as Emerging Training Leader and Social Selling Expert  GlobeNewswireHost of The B2B Executive Revenue Experience Podcast Gains Accolades from Training Magazine and The Stevie Awards. RANCHO SANTE FE, Calif., March ...
Do they lift their weight? 15 questions to determine the 'fitness' of your sales team  SmartCompany.com.auIn order to achieve peak 'sales fitness', now and in the long term, leaders and their sales teams must adopt a 'systems thinking' approach.
BenefitMall Receives Two 2019 Bronze Stevie Awards for Customer Service and Sales Training  PRNewswireDALLAS, Feb. 27, 2019 /PRNewswire/ -- BenefitMall, the leading provider of employee benefits and payroll services, today announces that the company ...
DisabledHolidays.com shares how TTNG helped it through restructuring  TTG"Not only did this training make me better in my role, but in my personal life too"
How to Use 'the Law of Reciprocity' to Build Better Business Relationships  EntrepreneurAs an entrepreneur, you have countless relationships you need to manage on a daily basis. There are your employees. There are the vendors who provide ...
Boeing targets global sales of T-X training jet after U.S. contract win: executive  ReutersBoeing Co is in talks with potential customers globally, including the Royal Australian Air Force, about ordering the new T-X training jet selected by the U.S. Air ...
Sandler Training Customizes Training Programs For Financial Services Sector And Corporate Training For EMEA  PRNewswireOWINGS MILLS, Md., March 18, 2019 /PRNewswire/ -- Sandler dominates the global training market through an unparalleled network of more than 250 training ...
Allego Survey: Divisions Between Sales Managers' & Reps' Perceptions  MarTech SeriesAllego, the modern sales learning and readiness platform, announced the results of a new survey that examines sales reps', managers' and sales enablement ...
BMF launches ISM accredited sales management training  Builders Merchants JournalThe Builders Merchants Federation (BMF) has introduced a new sales talent development programme, accredited by the Institute of Sales Management (ISM), ...
HTSA Hires Keith Esterly To Spearhead Training And Education  TwiceHome Technology Specialists of America (HTSA), the buying group for custom integrators and specialty A/V dealers, has brought in former Walmart and Tweeter ...
Product-based Sales Training Market Growth and Shares by 2021 Product Type, Applications, Market Dynamics, Manufacturer & Regional Analysis  Justice News HeraldProduct-based Sales Training market research report forecast by 2021 is a valuable source of understanding information for professional policymakers.
The Two Products That Your Company Is Missing  ForbesThe reality is that most companies have products that only fit a small percentage of the population at this moment. The key is to grow and connect these clients to ...
SLC Group Holdings Announces Strategic Investment in BuyItLive  Virtual-Strategy MagazineNASHUA, N.H. (PRWEB) March 22, 2019 The BuyItLive technology completely reimagines the social commerce customer journey and checkout flow, resulting ...
SPA Sigma & Strategic Pricing Associates Doug Wyatt wins Sales Operations & Enablement Award  PRNewswireCLEVELAND, March 19, 2019 /PRNewswire/ -- Doug Wyatt, Director of Sales Enablement SPA Sigma/Strategic Pricing Associates, has been named a Sales ...
Meiko UK appoint new Sales & Training Executive, London  Hospitality & Catering NewsMeiko UK appoint new Sales & Training Executive, London. Maisie Mould joins Meiko UK on 4th March as Sales & Training Executive, London. Meiko UK MD ...
Increase Your Response Time to Boost Revenue  Builder MagazineNew studies show that builders waste potential sales by ignoring prospective buyers. Here's how to improve your responsiveness and meet customer demand ...
Richardson Launches Sustainment Suite to Equip Sales Organizations with Tools and Assets to Drive Ongoing Skill Improvement  PRNewswirePHILADELPHIA, Feb. 22, 2019 /PRNewswire/ -- Richardson, a leading global sales training and performance improvement company, announced today it has ...
TIG training launches Oblong Industries sales partnership  AV MagazineThe training programme, delivered to a 24-strong business development sales force gathered in Munich, Germany prepared teams to offer Oblong Mezzanine to ...
Brainshark Named to Training Industry's 'Authoring Tools Companies List'  MarTech SeriesCompany Recognized for Empowering Organizations to Easily Create Sales Training *Content* that Improves Reps' Readiness and Drives Sales Results.
How to revive a complacent sales team  SmartCompany.com.auComplacency can easily creep into sales teams that manage and *service* regular client accounts if they do not remain vigilant to changes on every level.
Flying Embers - Market Sales Manager | San Francisco / Sonoma - Brewbound.com Craft Beer Job Listing  Brewbound.comWe are seeking an enthusiastic and experienced sales professional to join our team and lead our efforts in Sonoma, Marin, San Francisco, and San Mateo ...
Vengreso Wins Gold Stevie® Award for Best Sales Training Product of the Year  PR WebLas Vegas, Nevada (PRWEB) February 26, 2019 -- Vengreso, a B2B digital sales training and consulting firm, was presented with a Gold Stevie® Award for ...
How to Build a Strong Sales Playbook | 2019-02-27  Modern Distribution ManagementWould a football coach who has invested a significant amount of time, energy and money developing his team playbook ever turn over that responsibility to a ...
ValueSelling Associates, its Clients, and Providers win 19 Stevie® Awards for Sales Excellence  GlobeNewswireValueSelling Associates and its clients win 19 Stevie Awards in the 13th Annual Stevie Awards for Sales & Customer *Service*.
How to Help Underperforming Sales Reps  ATDOne of the most difficult aspects of managing underperforming sales reps is determining what actions you should take as a manager if a salesperson isn't ...
4 Pathways to Improved Distribution Sales Effectiveness | 2019-02-26  Modern Distribution ManagementThe world of sales is moving so rapidly that it is hard to keep up. And, with the average 18-month turnover of sales leaders, it is more important than ever to know ...
Bigtincan Wins Bronze Stevie Award in 2019 Stevie Awards for Sales & Customer Service  MarTech SeriesBigtincan, the leader in mobile, AI-powered sales enablement automation, was presented with a Bronze Stevie Award in the “Sales Enablement Solution – New” ...
Nutrisystem Earns Three Stevie Awards for Sales & Customer Service from the American Business Association  Business WireFORT WASHINGTON, Pa.--(BUSINESS WIRE)--Nutrisystem, Inc. (Nasdaq: NTRI), a leading provider of weight management products and services including ...
This book about how to get rich sold more than 32 million copies—here are 5 essential lessons you need to know  CNBCIf you've ever searched on Google "best personal finance books to read," you've most likely seen the title "Rich Dad, Poor Dad" appear at the very top. The book ...
Exclusive Research on Conversation Intelligence Software Market Analysis and Market Concentration Rate Till 2026 : Gong.io, SalesLoft, Chorus.ai, ExecVision, CallRail - Press Release  Digital JournalMarket forecasts for a minimum of 7 years of all the mentioned segments, sub segments and the regional markets.
Four notes on area businesses for March 1, 2019 - News  Milford Daily NewsSend news about your local business to [email protected] We're interested in news about business people, expansions, openings and ...
EcoSmart HVAC Coatings beginning to penetrate Central and South American Markets  GlobeNewswireLAKE PARK, FL, March 18, 2019 (GLOBE NEWSWIRE) -- EcoSmart Surface & Coating Technologies (EcoSmart) (OTC: FIND) announced today that its ...
Six notes on area businesses for March 21, 2019 - News  Milford Daily NewsSend news about your local business to [email protected] We're interested in news about business people, expansions, openings and ...
Sales up 36 per cent as eBay scheme boosts Wolverhampton businesses  expressandstar.comA unique partnership between eBay and Wolverhampton businesses has been hailed as "truly remarkable" after a major boost in sales.
Global Product-based Sales Training Market Insights Report 2019-2026 : ASLAN Training and Development, DoubleDigit Sales, GP Strategies  NewsReckThe global “Product-based Sales Training Market” report conveys the analytical and statistical data related to the market in a much elucidating manner.
New Strategy Apply for Sales Consulting Market 2019 to 2026 with Global Leader Key - Design, force management, Accenture, Skaled, JBarrows Sales Training, Miller Heiman Group, The Harris Consulting Group  openPRSales consulting promote products and services as intermediaries between the company and its customers and establish long-term commercial relationships.
Senior Vice President, Sales job with Cox Media Group | 389676  mediabistro.comSenior Vice President, Sales in New York , Experienced (Non-Manager), Account Management, Sales & Business Development with Cox Media Group.
Global Product-based Sales Training Market 2019 – ASLAN Training and Development, DoubleDigit Sales, GP Strategies, Miller Heiman Group, Altify  The Truth NewsGlobal Product-based Sales Training Market – The new research report on global Product-based Sales Training market offers in-depth insights, revenue details, ...
How Your Sales Department Can Dramatically Increase Closing Percentages - Brian Finnegan, Advanced Dealer Concepts  http://cbtnews.com/Today, Brian Finnegan discusses what sales trainers should be focusing on in the dealership today, to have a more profitable tomorrow.
18 AppExchange Tools to Ramp Up Your Sales Performance  Business 2 CommunityTo turbocharge your performance in an ever-changing business context, resorting to automation is a must. There are numerous tools for boosting sales ...
Right on Brands (RTON) Exclusive Distribution Deal With South Florida Budweiser Distributor For ENDO Brands Products Kicks off sales week  GlobeNewswireLOS ANGELES, March 04, 2019 (GLOBE NEWSWIRE) -- via OTC PR WIRE-- Right on Brands, Inc.™ (OTCQB: RTON) today has announced Double Eagle ...
Lift Starts Sales of Retail Training Program  Investing News NetworkLift & Co. announced the start of the sale for its CannSell Standard retail training program online.
Osso VR Provides Training Module for Orthopedic Surgical Robot  Robotics Business ReviewOsso VR recently demonstrated its virtual reality training module for Smith & Nephew's NAVIO Surgical System, giving surgeons the ability for immersive ...
RAIN Group Wins Killer Content Award for Infographic '9 Ways to Crush Yours Sales Goals'  framinghamsource.comFRAMINGHAM – RAIN Group, a global sales training and performance improvement company, was presented a Killer *Content* Award (KCA) for its infographic 9 ...
Sales Representative - GoDaddy  Built In AustinGoDaddy is hiring for a Sales Representative in Austin. Find more details about the job and how to apply at Built In Austin.
Allego's Modern Sales Learning Platform Wins BISA Technology Innovation Award  Associated PressThis *content* is a press release from our partner Business Wire. The AP newsroom and editorial departments were not involved in its creation.
Global Gurus Names Joe Pici of Pici & Pici #3 in the World for Sales Training and Speaking  MENAFN.COM(MENAFN - GetNews) Orlando, FL - Describing Pici & Pici, Global Gurus referred to Joe Pici of Pici & Pici as 'a leading strategist and coach specializing in ...
The Pros and Cons of Security Dealer Programs  Security Sales & IntegrationSecurity professionals can bank on suppliers to assist them with special discounts, marketing materials, project design and performance, plus much more.
Brainshark Is a 'Best Sales Enablement Solution' Winner in 2019 Stevie Awards for Sales & Customer Service  MarTech SeriesBrainshark, Inc., delivering SaaS-based sales enablement and readiness solutions, announced it is a “Best Sales Enablement Solution: New” category winner in ...
Companies making news: Assisted Living Locators, UMB, Berkshire Hathaway  AZ Big MediaAssisted Living Locators, a leading senior care placement franchisor, announced today it is partnering with Southwestern Consulting, a global sales ...
Planet Hatch Launches Sales Accelerator Program  Huddle TodayFREDERICTON– A new program for New Brunswick entrepreneurs is aiming to help companies beef up their sales skills. Fredericton-based startup centre ...
UPSA Vice-Chancellor, others launch book to address sales challenges in Africa  Myjoyonline.comA book that seeks to equip marketing practitioners with requisite techniques and skills to help achieve their sales vision has been was launched in Accra.
How Corporate Sales Training Market Effective in 2019 With Astonishing Features and Demand In The Industry By Top Companies Like PNC Financial Services, Integrity Solutions, Corporate Visions, Inc., Performance Methods, Inc.  openPRWhat is Corporate Sales Training: “Corporate Sales Training” is effective only when applicable to your business. The most common process is ineffective ...
Looking to expand, Charleston soda company wins $25000 grant and training from Chobani  Charleston Post CourierA Charleston-area craft soda maker with plans to expand is getting some help from one of the country's top food brands.
What's moving markets today: Live updates  CNNRecession fears have returned to Wall Street. The Dow dropped 460 points , or 1.8%, Friday on fears of an economic slowdown. The Nasdaq plunged 2.5%, ...
Whos Hiring In Clear Lake: 109 Marketing Jobs Are Open  Clear Lake, TX PatchWho's Hiring In Clear Lake - Clear Lake, TX - Check out the hottest sales and marketing jobs available in Clear Lake listed by ...
Merel Kriegsman: “What clients LOVE (and come back for, and talk about to others) is when you insert extra care and attention above and beyond what the client expects. You can only do that when you SLOW DOWN”  Thrive GlobalSo, even though you might feel super productive, looking at your busy calendar, it's a trap. And it goes like this: You're not truly listening and giving them what ...
Pixvana Transforms Corporate Learning and Development with Next-Generation VR Presentation Tools and Audience Analytics  Associated PressThis *content* is a press release from our partner Business Wire. The AP newsroom and editorial departments were not involved in its creation.
Nextiva Wins A Record Four Stevie® Awards for Sales & Customer Service  Telecom ResellerScottsdale, Arizona – March 14, 2019 – Nextiva (www.nextiva.com) an industry-leading cloud-based communications provider, announced today that it has ...
Vermont pole vaulter, 84, sets her sights on more records  Concord MonitorBURLINGTON, Vt. – An 84-year-old pole vaulter isn't putting her pole down anytime soon.Flo Filion Meiler left Thursday for the World Masters Athletics ...
Select Sires hosts employee training  Farmers AdvanceTwelve new employees completed orientation and sales training Feb. 5-8 at Select Sires' headquarters in Plain City, OH.
Reviewing GP Strategies Corporation (GPX)'s and Its Competitors results  The FinHeadLinesWe are comparing GP Strategies Corporation (NYSE:GPX) and its competitors on their dividends, analyst recommendations, profitability, institutional ownership,
4 Ways to Make Sales Training Stick  ForbesSales training is an expensive—and necessary—investment. The challenge, then, becomes answering this question: Now that you made the investment in your ...
Connected Security Awareness Computer Based Training Market Size, Sales Revenue, Development Strategy, Statistics and Regional Forecast to 2023  Market Research UpdatesThe global Security Awareness Computer Based Training Market report look through various tendencies, obstructions, and challenges faced by the key ...
Salt Lake City uses new sales tax money to launch program to pair, house 50 homeless roommates  KSL.comSALT LAKE CITY — When Salt Lake City leaders raised sales taxes last year, they promised to spend the new money on public safety, infrastructure, transit and ...
Five Topics To Cover For Effective Sales Leadership Training  ForbesNo matter how large your business or your sales team, effective sales leadership training can be the difference between leading or lagging in your marketplace, ...
Sales Training ROI: It's Not Just About the Dollars  ATDLet's think like a salesperson for a minute. Very often, to close a deal, they have to articulate an ROI. Historically, it's a financial return on an investment: the buyer ...
Sales Training and the “Forgetting Curve”  Business 2 CommunityEvery year, billions are spent in sales training. Yet all the data shows over 80% of what is taught is forgotten within 90 days. As a result, what really is happening ...
Franklin Covey Co. (FC) Analysts See $-0.27 EPS; Duff & Phelps Global Utility Income Fund Has 1.05 Sentiment  Standard RecorderDuff & Phelps Global Utility Income Fund Inc (DPG) investors sentiment decreased to 1.05 in Q4 2018. It's down -0.24, from 1.29 in 2018Q3. The ratio has ...
Southeastern bankers form consulting firm focused on sales practices  American BankerSalesPhysics was created by industry veterans who once worked at Bank of America.
Product-based Sales Training Market Research Report, Global Forecast To 2019 To 2025  Dacca TimesProduct-based Sales Training Market report delivers future development strategies, key companies, Possibility of competition, major challenges analysis.
Top 5 reasons SMEs fail to get the most out of sales training  EuropeanCEOMany SMEs assume investing in sales training will automatically increase sales productivity. In fact, as the sales team is on the frontline when it comes to ...
Is It Time to Rethink Your Continuous Sales Training Strategy?  ATDFact: According to ATD's State of Sales Training Report, the United States spends on average $1,459 per salesperson each year on sales training. That's almost ...

Nine Competencies of the Complete Sales Professional

Have you ever tried to explain to someone what you... Read More

Body Language, Five Key Ingredients

When making your living in the sales industry, and working... Read More

Close More Sales With This Very Simple 3 Step Sales Process.

As Financial Services Sales Professional you need to build trust... Read More

Do You Fold Like A Taco?

Have you ever eaten a soft taco? The shell isn't... Read More

Customers Want You to Ask for the Money

Many years ago, I was the one starting a small... Read More

When The Clock Strikes Twelve!

I just finished reading another sales copy ending with the... Read More

Selling More Effectively as a Trusted Sales Professional - Thirteen Tips

Do you want to sell more successfully using an honorable... Read More

Leverage Avoidance Values for Irresistible Selling

What are values? Values are filters that everyone uses to... Read More

10 Amazing Ways To Jump Start Your Sales

1. Find a strategic business partner. Look for ones that... Read More

7 Quick and Easy Ways To Multiply Your Sales

There are always some great, fast and easy ways to... Read More

The Top 10 Powerful Tools for Growing Sales Through Creating Connection

Your mission as a business owner is to develop a... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as... Read More

10 Expressions to Avoid in Sales Communication

Keeping up with what words are in and out isn't... Read More

Say What?!? Sales is a Profession?

What exactly is the sales profession? Without a common dialogue... Read More

3 Ways To Overcome Pricing Challenges

How many times have you had a customer say to... Read More

Customers For Life

Who's talking to your customers? Is it your competition? Why... Read More

If You Respect Them, They Will Buy -- Closing the Sale

We've all had the unfortunate experience of being convinced by... Read More

Better Listening Skills = More Sales

Today's business environment is intrinsically tied together by ongoing information... Read More

How To Improve Your Sales Skills

One of the biggest problems for many business owners is... Read More

10 Great Ways To Generate More Sales

1. Negotiate with e-zine publishers to get free or discounted... Read More

How to Build a Repeat Client Base in Automobile Sales

Here is a question I recently received from a young... Read More

Top 7 Psychological Triggers For Unlimited Sales

Did you know that there are specific psychological triggers you... Read More

Successful Sales Strategies: Winning the Close Ones

The "Three Cs" in building customer relationships are a key... Read More

Sales Leads: 10 Sure Fire Ways To Unleash An Avalanche Of Sales

If you knew a few sure fire ideas that have... Read More

Increase Sales - Overcoming Barriers

Ever thought to yourself, "If only my team members would... Read More