by Phil Sayers | Aug 5, 2019 | News, Uncategorized
What is a sales opportunity, and when do you know it’s not a lead anymore? There is no single, universal definition. However, some common misconceptions deserve to be clarified because the concept of an opportunity impacts your sales process, your ability to...
by Phil Sayers | Jul 29, 2019 | News, Uncategorized
Most sales trainers and managers believe that the best sales people prospect fearlessly. But what “fearless” truly means is up for debate. To me, being fearless doesn’t mean forcing your way past a prospect’s objections and desperately trying...
by Phil Sayers | Jul 22, 2019 | News, Uncategorized
What is a Sales Cycle “Sales Cycle” refers to the specific actions salespeople follow to close a new customer. Sales cycles are often confused with sales methodologies. A sales methodology, such as the “inbound sales methodology,” refers to the...
by Phil Sayers | Jul 8, 2019 | News, Uncategorized
Who’s more likely to make a mistake: The new sales person who’s never sold before, or the experienced sales person who’s been on the front lines for years? The reality is, they’re both going to make mistakes. Experienced salespeople simply make...
by Phil Sayers | Jun 24, 2019 | News, Uncategorized
As a salesperson, you need to have the utmost confidence and belief in the product or service you’re selling. If you don’t believe in your product, it’s likely the prospect won’t believe in it either. So, how can you speak confidently about...
by Phil Sayers | Jun 10, 2019 | News, Uncategorized
“Thanks for your consideration.” In sales, those words are effectively a white flag. They signal a competitor has won the business, and it’s time for you to pack it up and head home. But before you call it a day or ask them what you did wrong,...