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Category: Sales Tips
Ready to close more deals? This category is packed with actionable sales tips and proven strategies designed to help your team sharpen their approach, overcome objections, and master the art of persuasion. Boost your pipeline and hit those targets
Your Sales Script Is Killing Your Results
In “Your Sales Script Is Killing Your Results,” I’m calling out the real reason many sales teams are behind on targets: they’re following rigid scripts instead of leading genuine conversations. Sales scripts are one of the fastest ways to lose trust, kill rapport, and make both your prospects and existing clients feel spoken at, not listened to. The truth is, Sales Scripts don’t sell; People Do. And if you want better results, you need your salespeople to move from following a script to leading conversations.
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Transactional Selling Is No Longer Enough
Transactional Selling Is No Longer Enough, and if your team is still relying on pitch-heavy, product-first conversations, you’re likely leaving trust, opportunity, and revenue on the table. What do I mean by transactional selling?
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How To Improve Client Retention and Boost Upselling in Sales
In sales, keeping clients is just as important, if not more so, than finding new ones. However, many sales professionals spend most of their time chasing fresh leads while neglecting the goldmine in front of them: their current client base. If you want to grow sustainable revenue, it’s time to focus on how to improve client retention and boost upselling in sales, not with cheap promotions and gimmicks, but with trust, timing, and emotional intelligence. Retaining clients and increasing their value through upselling isn’t about using aggressive tactics or forcing additional products or services. It’s about building trust, knowing when to act, and truly understanding your client’s perspective. When I’m out on the road coaching account managers during their client visits, I consistently observe that those who take time to connect, listen, and lead with curiosity consistently unlock new opportunities. When guided by emotional intelligence and integrity, upselling becomes an act of service rather than a form of sales pressure.
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Sales Tip: Ditch Email—Calls Close More Sales
Let me just say it: email is many sales reps’ comfort zone. It’s tidy, low-pressure, and gives a sense of control. But if you’re in sales—and I mean real, results-driven, relationship-building sales—you need to stop emailing and start picking up the phone. Telephone conversations build trust, uncover objections, and move opportunities forward in ways email simply can’t. It’s time to break free from your inbox and embrace the power of the phone. In this article, Sales Tip: Ditch Email—Calls Close More Sales, you’ll learn why calls consistently outperform emails in sales, how top reps use the phone to build trust and close faster, and why training your team to master phone conversations is the key to consistent results.
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How to Follow Up Without Feeling Pushy
Following up is a critical part of the sales process, yet it is also one of the most delicate. On the one hand, you want to stay top-of-mind with your prospects; on the other, you don’t want to come across as overly aggressive or annoying. Striking the right balance requires strategy, empathy, and tact. In this blog article, I share how you can follow up effectively while maintaining a positive, professional impression.
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Negotiate the Value of Your Product or Service, Not Just the Cost
When it comes to business negotiations, many focus solely on price but competing on cost alone can undermine the true worth of your product or service. The most successful businesses know that real value goes beyond the price tag. It’s about quality, long-term benefits, and the unique advantages you bring to the table. By shifting the conversation from cost to value, you can differentiate yourself, build stronger partnerships, and secure more profitable deals. In this blog article, I share 4 ways to negotiate the value of your product or service, not just the cost.
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How to Use the Buyer’s Journey to Close More Deals Faster
In the ever-changing world of sales, learning how to use the buyer’s journey to close more deals faster is absolutely critical to sales success. At the heart of this understanding lies the buyer’s journey a framework that outlines the path your potential customers take, from identifying a problem to making a purchase. By aligning your sales strategies with this journey, you can reduce friction, build trust, and guide buyers to faster decisions.
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How to Build Rapport Quickly with Prospects
Building rapport with prospects is a critical skill for anyone in sales, business development, or client-facing roles. Rapport lays the foundation for trust, connection, and a mutually beneficial relationship, making it easier to address your prospects’ needs and offer solutions they value. But in today’s fast-paced world, you don’t always have the luxury of time to build relationships gradually. In this blog, I share how to build rapport quickly with prospects.
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5 Types of Objections Salespeople Face and How to Successfully Respond
It’s too expensive? Email me some information. I don’t have time right now. These are just a few of the many objections preventing you from selling to existing and potential customers. You can do a lot to prevent and overcome objections from occurring in the first place. In this article, I share 5 Types of objections Salespeople face and how to respond successfully.
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The Psychology Behind Successful Sales Conversations
Sales are not just about presenting a product or service; it is about understanding human behaviour, building trust, and creating genuine connections. Successful sales conversations leverage psychological principles to foster a relationship that leads to mutually beneficial outcomes. In this blog article, I share the Psychology behind successful sales conversations that drive successful sales interactions.
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