Tales from Sales: How to Get Past the Grim Reaper Gatekeeper

“She’s not available right now, would you like to leave a message?” If you had a dollar for every time you heard that line, how rich would you be? The good news is if you respond to this innocuous question correctly you are well on your way to getting the deal closed and the dollars rolling in. Here’s some tips for getting past the gatekeeper.

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5 Things Sales Reps Say that Drive Clients Nuts

Does hearing things like “we don’t have budget right now,” or “I’m not really the decision maker, I need time to run this up the flagpole” from your customers make you groan? You’re not alone. The customer hears things from the sales side too that make them roll their eyes (or worse).

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3 Tips for Increasing Sales Training Retention

Worry that your new sales reps aren’t absorbing the sales skills they need to be successful? Your worry is well-placed. It’s to the financial benefit of the whole company that your new sales hires have the fastest speed to competency possible.

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What This 13 Year Old Girl Scout Can Teach Sales Pros About Selling Behavior...

This sales pro’s story is inspirational and should be used to kick off national sales meetings. Katie Francis, a 13 year old Girl Scout sold more than 22,200 boxes of Girl Scout cookies this year, breaking the world record she set last year.

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Lean too much on your sales deck? Take this cue from actors…

A sales call is very much like a scene in a play. There are actors (you and your team) and an audience (your prospect). Your role as actor is to execute properly and consistently. To execute your lines, while at the same time putting the necessary emotion into the “scene” to elicit an equally emotional response in the prospect.

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