Understanding ‘WHY’ people buy and tailor your presentations, cold calls, demos, and conversations. How-to explanations for all 8 dimensions of selling.
Whether you’re cold calling or attending networking events, being able to connect with potential clients is a critical skill.
Salespeople with a process earn, on average, 48% more than those without a solid process in place.
Take your team’s sales skills and knowledge beyond the features and benefits and into selling real value to your customers.
To influence and persuade a client to buy, you must first understand why they buy in the first place, and what they need from you.
The toughest conversations are about price. Move the conversation away from pricing and towards the real benefits to the clients.
A prerequisite in sales. Rejection, frustrations, and disappointments are commonplace. Gaining a positive mental attitude will be your best defense.
You can have the best service or product in the world but if no one knows you exist, your chances of surviving in business drop dramatically.
to a client is probably one of the most frequent skills you employ as a salesperson. Structure a message, develop a sense of urgency, create credibility, and commit to the next step in the sales process.
A poor upbringing from one of the roughest areas of Chicago didn’t stop Victor from earning a B.S. Electrical Engineering, an MBA and building a 20-year career as a top sales executive and becoming President of Global Sales and Marketing for a $420M company.
As Vice President of International Sales in a Fortune 500 $3B corporation at the time, he was selected from over 500 sales managers to join the President’s Advisory Council for excellence in sales and management.
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How AI is changing sales. Sales Ex Machina represents a valuable way that sales professionals discover and understand the forces shaping our industry and how to leverage the disruption of artificial intelligence to get an edge now
To build credibility in your presentation, you need to know how to block objections, not overcome them.
Find out how things are positioned or presented influence impacts a consumer’s buying behavior.
A fictional story of a two men discussing the meaning of success and the many trials and tribulations of how to achieve it.
A personal autobiography on overcoming adversity and how some people are able to achieve while others simply can’t.
A Personal autobiography on overcoming adversity and how some people are able to achieve while others simply can’t.
Inside an Asylum is a man known for his uncanny ability to sell. On this day, he is being interviewed to discover his secrets to sales success.
A philosophical booklet of 52 taos (ways) on how the best salespeople think about business, the meaning of value and sales success.
This book is a compendium almost 100 tips and tactics on how to become a better salesperson.