6 Language Mistakes to Avoid in a Sales Call
Your Words Are Important – Choose Them Carefully! 1. Eliminate the grunts: Um and Ah and Uh! Be comfortable with the silence and resume speaking when the thought is there. People who use “um” to illustrate their thought process may appear less sure and less knowledgeable. 2. Sorta, kinda, shoulda – what? These words make […]
Questions Are The Answer
Stop telling and start selling. Ask questions and then listen carefully. By Michael Caron, President, Northbound Sales Training In my business, I’m often asked, “What’s the biggest mistake salespeople make?” Of course, I tend to term them “opportunity areas” rather than “mistakes”. Whatever you want to call them, the most common is the area of […]
Are You Growing Your Sales or Spinning Your Wheels?
Growing a book of customers means more than doing your route. By Michael Caron, President, Northbound Sales You’ve worked hard over the years and now have a sizeable client base that you’re responsible for. When you get to this stage, your time will be spent less on attracting new customers and much more on going […]
Five reasons why you can’t afford to procrastinate on CRM!
By Michael Caron, President, Northbound Sales Training 1. Leads cost money, and your team is probably dropping more than you think! According to a major study of top US firms conducted by CSO Insights, over 50% of leads are not properly followed up, and only 20% of all leads are actually followed up in the […]
Goal Aligned™ Selling Program is Open for Registration
Spring Program Starts April 17 Our live instructor-led online program, Goal Aligned™ Selling, will give you the skills & strategies to close more sales. Last fall, we launched our Goal Aligned™ Selling program for individual salespeople and the feedback was fantastic! If you’re a sales manager, this is a perfect way to develop solid foundational selling skills for a select few […]
The Power of Scale Questions
The use of scale questions will help uncover more sales opportunities. We all know that good questions are the most powerful tool in sales. But some are markedly better than others. One of the most powerful types is the scale question. What’s a scale question? (Good question!) A scale question is one that asks your […]
Use Voicemail to Your Advantage in Prospecting
When prospecting, don’t miss an opportunity to use voicemail to deliver your value message. Are you frustrated constantly by trying to connect to buyers when prospecting and getting their voicemail? I hear this complaint from many of our clients. Times have changed. In the early 90’s before voicemail was ubiquitous, studies showed that one business person attempting […]
Goal Aligned™ Selling Winter Program Starts November 15!
Our live instructor-led online program, Goal Aligned™ Selling, will give you the skills & strategies to close more sales. Last fall, we launched our Goal Aligned™ Selling program for individual salespeople and the feedback was fantastic! If you’re a sales manager, this is a perfect way to develop solid foundational selling skills for a select few members of your team! B2B […]
The Kids Are Back At School. Are You Ready to Learn Too?
We’ve all spent a big chunk of our life in formal learning environments, most commonly called schools! Over the course of a decade or two, we acquired a tremendous amount of knowledge — some of it useful, most of it not. Unfortunately, once we enter the working era of our life, our rate of knowledge […]
6 Strategies to Negotiating Successful Sales
An Unpleasant but Often Necessary Part of Selling Contrary to what some think, negotiating isn’t something that only takes place at the end of the selling process. We are actually negotiating and laying the groundwork for further negotiations throughout the sale. When the customer has agreed that your solution fits with their needs but there […]