Chalk Talk

Do you ever wonder why certain salespeople always seem to fall into the same traps (selling on price, not knowing next steps, working with a lower-level non-decision maker, the prospect controlling everything, etc.)? It happens every day. There is a good chance that if you were to ask the salesperson how the meeting went, she […]

One of the most common questions sales coaches are asked is how to grow sales & sell on value when it appears that the only thing that matters is a low price. As a salesperson, your success depends on your ability to help your prospect see the value your product or service provides & see […]

Almost every prospect has objections – & most have several. It’s difficult enough to change someone’s mind when money isn’t on the table, so doing so when the outcome has a financial impact is really tough. If you’re not a skilled objection-handler, your ability to move deals across the goal line pays the price. You […]

Wasting time. We all do it. You & I both. The key is to limit it as much as possible. So, we need to know what is wasting our time. What are we doing instead of getting work done? After all, we don’t punch a clock (most of us). No Time Waster Solution 10. Lack […]

Read the room. Self-explanatory (for some people). Pick up on the subtle, nonverbal cues of a group of people. Done properly, you become good at noticing & responding to the smallest of all cues & reactions. These might include body language, minute facial expressions & context clues. Makes sense – unless you have no clue […]

Raise your hand if you got into sales for the freedom. For the money. Because of your personality. Or, like most of us,because you fell into it, “just because.” That’s OK. Just means we’re all normal. Keep your hand up if after all these years, months or weeks you have realized that selling is hard. […]

Want to know the excuse your leader or boss hates the most? “I didn’t have enough time to get it done!” It doesn’t matter what company you work for. Self-employed. Small company. Or large corporate environment. You MUST know your own capacity to get work done – a mission-critical skill in 2023. If you don’t […]

One of the most important things we do (as Sales Trainers & Coaches) is to determine what motivates our clients. Sometimes that’s easy to do – other times, not so much. The question is an easy one to ask: “Why are you in sales?” The hard part (for some salespeople) are the answers we have […]

Everywhere you turn there is an article on leadership. Not a day goes by that you can’t find a blog or white paper oneffective management strategies. A cluttered space to say the least. At the risk of adding to this already-cluttered-space here’s a hard look at the difference between people that just have the job […]

When things are going well. Your clients & customers are happy, everything is on auto pilot, that’s great. The salehas been made & the orders are coming in. Ahhh, time to relax, right? If only it were that easy. In the sales world, it’s never that easy – never time to relax. Matter of fact, […]