Every great athlete, high-profile business leaders and celebrities use coaches to improve everything from their health and fitness to their communication skills. They often use coaches to help them change habits, instill new techniques, and learn new options. Whether you choose a coach or consultant the intent is the same. Finding solutions and improving results. […] Read ( Reading Time: , words)
Recent Articles
How Sales Pros Distance Themselves From the Competition
Poor salespeople are on the defensive today. They are reducing prices, giving away extras, allowing prospects to erode margins, and generally losing control of the sales process. On the other hand professional salespeople are on the offensive. They are selling value not price, customer benefits not product features and they are creating positive long term […]
Getting sales results is more about possibility thinking rather than “We can’t…” or “That won’t work” statements. When developing a sales or marketing strategy, negative statements and thinking shut down the creative part of the brain, limiting the ideas we can come up with. This is caused by the fear of being seen as “way […]
People need to know how much you care, but they also want to know that you have the competence to guide, direct, recommend, or select the best option or choice for them, regarding your product or service. Product knowledge is a vital sales requirement if you are to compete successfully and acquire satisfied customers. There […]
Absolutely essential whatever business you’re in. Once you find the right (or very close to right) way to sell something to someone, why change it? Write down exactly what you said, and do that every time. And make sure your team does the same. Every customer is different, but the objective is always the same […]
Here is the psychology behind an objection on price, essentially the consumer shops on value. For instance if I told you a car was for sale at only $100,000 you may think, gee that’s expensive. But what if I told you it was an exotic Italian sports model normally valued at $400,000. And what if […]
No matter what type of business you own, one of the most important skills you must master to be successful is the skill of relationship building. Three key ways to improve relationships with your customers are visibility, sharing knowledge, and regular communication. Visibility is letting customers see who you are. Do you have a vision […]
Let us look at two of the most challenging objections and how to overcome these: 1. “Why Should I Buy From You?” 2. “Give Me the Lowest Price or I’ll Spend My Money Elsewhere.” Think about the two objections above. If you can answer the first effectively, you will never need to deal with the […]
The human brain has been identified as having two hemispheres: the left, which is primarily responsible for logic, and the right, which is primarily responsible for creativity. This description fits what is known as the cortex or new brain. However, there is a third dimension of the brain, the hypothalamus or prehistoric brain, which is […]
Many people are apprehensive about using sales scripts. They feel that scripting is not effective because it sounds rehearsed, and hence, artificial. Some believe that scripting does not take into account the fact that every individual has his own unique personality. At ActionCOACH, when clients are convinced about the effectiveness of using these, they see […]
We often refer to the brain as having two hemispheres: the left, largely responsible for logic, and the right, predominately responsible for creativity. This description fits what we know to be the cortex or new brain; however, there is a third dimension, the hypo-thalamus or pre-historic brain, which is in fact the brain stem and […]
