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The Top Ten Sales Skills Every Salesperson Should Know

The Top Sales Skills Every Salesperson Should Know, IMO

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I’ve never done a top 10 list of sales skills before, so I thought it might be kind of interesting to put a list together for you. I actually came up with 25 of the top sales skills that every salesperson should know, IMO.

You can write down your list of the top 10 things that you think every salesperson should know, compare it with mine, and let me know in the comments below if you feel I missed any!

I’ve also included a read more

Why Understanding The Forgetting Curve Is Important In Sales

The Forgetting Curve Theory

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Do you ever let your customers try to do your job for you?

How long have you been doing your job? You have probably have been there for at least 6 months. Getting product training, learning how to write a contract, learning all about your company, right?

Some of you may even have years of experience with the same company… You could probably even teach the company training program.

Yet, when you meet with a prospect, and they are read more

How To Eliminate Friction Points In Your Sales

Friction Points –

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Those things in your sales process that create confusion or resistance, and slow down or even stop your sales process. Eliminating the friction points in your sales will increase your sales and your customer’s satisfaction rate.

Sales friction points can happen in many places. It might be a lack of focusing on the prospect or customer, or missing a step in your sales strategy. It can be glitchy technology, or a lack of training read more

6 Steps to Writing Effective Sales Emails

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Have you been using email more than ever lately? Are they working for you? Today I’m going to share with you the six steps to writing effective sales prospecting emails that will get opened at a higher rate than what you are probably seeing now.

Why is this important? For one, if you’ve been following me lately, I’ve been saying to contact everyone in your lead bank, anyone that has ever done business with you or your company.

And read more

Do You Really Understand the Know, Like, Trust Factor

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We all know the know, like and trust factor. But do you understand the know, like and trust factor? Do you know the tiny important phrase that so many people leave off ? – “all things being equal”.  The actual quote from Bob Burg is “All things being equal, people do business with, and refer business to people they know, like and trust.”

Understanding the Know, Like and Trust Factor In Sales

And, I have some concerns over the way people use, or overuse, or even mis-use read more

Value Selling vs. Benefit Selling – Is there a Difference?

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Value selling vs. benefit selling – is there a difference between value selling and benefit selling, or are they the same thing?  Someone asked me that last week, and I thought it would make a great topic to share with you.

Value selling.

Many sales people think it is giving someone the most they can give a customer – more services, or benefits, more products … for the least amount of money. 

Actually, it’s showing your read more

How To Close Your Sales With Confidence

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Confidence and closing go hand-in-hand.

While it is possible to close without confidence, confident people close more often. Confident people expect to close, so they do. Unconfident people aren’t so sure. Learn how to close your sales with confidence.

Are you confident in your abilities? I have found that I am more confident when I am comfortable, or when I am in my comfort zone. When you are not closing, you may start to doubt your abilities and close less.

Are read more

Why A Confused Mind Never Buys

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Have you ever heard the phrase “a confused mind never buys” before? Let me explain it, by sharing a story with you about the Jam Study of 2000

Yes, It’s a real thing.

People were offered 6 types of delicious jam, and after they tried the jam, they picked what they wanted and bought it.  Sale made!

BUT, when they changed up the study a bit, gave the testers 24 types of equally delicious Jam, read more