Happiness Can Lead to More Sales
Research study shows clear link Many of you reading this heading might think that it reads backwards. That is, it should state that “more sales will lead to greater happiness!” This notion is intuitive with almost all salespeople receiving a shot of endorphins (the happiness hormone) when they close a sale. A recent study concludes, […]
3 Sales Success Ingredients
There are some common ingredients among top sellers. Sugar and spice and everything nice is what the nursery rhyme says little girls are made of but what are the ingredients for sales success? There are three as well, but you can’t simply buy them at the grocery store like you can sugar and spice. The three […]
How Texting, Social and Email Overload Saps Your Focus and Energy
Being “on and available” all the time can kill your focus and energy. Because nobody’s invented a Star Trek style transporter yet, smart phones are probably the coolest mass market gadget in the world. They are a wonder of technology and give anyone the ability to communicate with us by voice, email, social media or […]
Should You Leave a Voicemail When Prospecting?
Why you need to leave a voicemail every time. I’m frequently asked this question and my typical response is, “Why wouldn’t you?” The answers I get back range from “They’ll never call me back so why bother” to “If I leave a message, they’ll know why I’m calling the next time and won’t pick up.” Both […]
Objection Handling: 3 Steps to dealing with “I’m happy”
It’s one of the most common objections you’ll get … and one of the most difficult to deal with. You’ve Heard It Before: Objections come in different sizes and shapes which makes objection handling a difficult skill to master. You will get different objections when prospecting than you will when presenting solutions and you need […]
5 Tips for Phone Prospecting
Do these and buyers will give you more time, more often. By Michael Caron, President, Northbound Sales Training 1) Ask questions but ask for permission first It’s great to ask questions on a prospecting call to understand what issues, challenges or goals a customer might have but don’t forget to frame why you’re asking them. […]
The New Role of Inside Sales
Simple order taking doesn’t cut it anymore By Michael Caron, President, Northbound Sales The role of inside sales is changing to be more demanding. Your customer’s expectations from your customer service department is greater than ever. It’s no longer adequate to simply “be there” when a customer is ready to order. These days, customers expect you […]
Use Pete the Parrot to Help You in Sales Calls
Is using an imaginary exotic bird to help you close more sales as ridiculous as it sounds? Maybe. Maybe not. Read on to find out. The number one problem area for sales teams in terms of technical selling skills is doing the “feature push.” A feature push is the nasty and deep rooted habit of simply […]
4 Ways to Keep Your Team Engaged
This great article from Fast Company discusses how sales training delivered by the right means, is critical in getting your sales team performing exceptionally. Although Fast Company is one of my favourite reads, it doesn’t often have articles focused around business sales so when I see one, I usually jump on it. This one hits on […]
3 Steps to Handling Discount Requests
Dealing with a discount request while maintaining profit margins and closing the sales requires delicate balance. By Michael Caron, President, Northbound Sales Despite your best attempts to sell value and remain firm on your price, some clients will press ahead with their request for a discount. After a solid attempt from you to reassure them that […]