So, you’ve closed a big client. You’ve completed the journey from prospecting, learned about the client’s needs and situation, and shown them how your products or service can improve their business. You’ve uncovered and overcome objections and successfully negotiated a deal. Congratulations! While you should celebrate the wins, winning the deal is just the first step in solidifying a relationship. Now, the real work begins. It starts with building a success plan for after the sale. What Is a Post-Sales Success Plan? A post-sales success plan is necessary to ensure your customers get started on ..read more

When you’re looking to close a deal, it’s tempting to offer a discount as a sales tactic to wrap things up. Often, customers are waiting for you to do so before committing and may drag out the process just to see if you’ll lower the price. It’s often a lazy way to approach the sales process and a costly one, too. Once you establish that you’ll lower the price in one transaction, buyers will expect you to do it in every transaction. They’ll no longer believe the prices you first present them and always look for a better deal. Discounting is generally not a great idea. Your job as a salesperson ..read more

So, you’ve finally found a worthy candidate to fill an opening. Congratulations! Now, you’ve got to close the deal and bring them on board. In today’s challenging hiring environment where there are more jobs than candidates, job seekers have a lot of options. You’re going to have to do some selling yourself if you want to land the top recruits.  Whether you are trying to land someone for your business or you are a professional recruiter trying to close a deal, here are the keys to shifting the odds in your favour. Understand What Job Candidates Really Want For years, job seekers had to se ..read more

Have you ever left a meeting with a potential customer thinking you crushed it only to find out later that you didn’t get the sale? It happens to many of us. Often, it’s because you lose control of the meeting. Cameron Elliott, Founder and Consultant at Elevate Corporate Training, tells this story. He was working with a client who was known for being a bully. Cam thought the best approach was to match his tone. He was selling online advertising space and he would tell Cam that digital advertising didn’t work. Cam’s reply was to supply statistics proving he was right and that digital ads did wo ..read more

One of the most crucial skills great salespeople have to master is objection handling. Most customers will have questions or express concerns sometime during the sales process. If you are unable to get past their concerns, you’re not getting the sale. Too many sales team members struggle with overcoming objections and default to negotiating on price. This is a bad strategy as it reduces your role to transactional and lets the customer know you’re always willing to drop pricing. Before we get into our list of tips on ways to handle objectives to close more deals, let’s define objection handling ..read more

Doubt is the number one thing that’s going to stop you from achieving what you want to achieve. The antidote to doubt is action.  It’s about doing the things we need to do to push through that doubt. Instead of worrying about what you can’t control, you need to focus on what you can do and what you can control because, on the other side of doubt, is where the magic is. Where Does Self-Doubt Come From? Self-doubt happens when we lack confidence in our abilities or feel incapable of doing the things we need to.  When self-doubt creeps into our thinking, it leads to uncertainty — often ..read more

Negotiation is a fundamental skill for sales professionals. No matter what products or services you are selling, you need to be an effective negotiator to win deals. So why is it that so many sales teams do everything right up until it’s time to close the deal and then struggle in the negotiation phase? There are several reasons. Why Salespeople Struggle with Negotiations One of the biggest reasons salespeople struggle during the negotiation phase is that buyers are often better at negotiating. They’ve learned skills over time that have helped them squeeze more out of a deal, especially if the ..read more

A steady career is an important part of one’s life. More than stability, most people would like to thrive in their field. Employment in itself is already a challenge for those with disabilities. Nowadays, people have become more gracious to those with impairments. Disabled individuals now have equal opportunities to live their lives with more ease.  With the increasing number of employment for people with disabilities, the next thing they worry about is the security and success in their acquired job. Like anyone else, they would like to grow in the workplace and perform to the best of the ..read more

Selling isn’t always sexy. Sometimes you have a product that everyone needs, but nobody likes paying for it. Take the energy industry, for example. If your biggest sales strategy is only about the lowest cost per kilowatt, it can be a challenge. How do you change the sales dynamic?  It starts by reframing the sales strategy and educating customers and prospective customers. Selling What Customers Want There are some things that customers want regardless of where they buy products or get services. They want reliable solutions from trustworthy providers. When there’s a problem, they want so ..read more

Selling isn’t always sexy. Sometimes you have a product that everyone needs, but nobody likes paying for it. Take the energy industry, for example. If your biggest sales strategy is only about the lowest cost per kilowatt, it can be a challenge. How do you change the sales dynamic?  It starts by reframing the sales strategy and educating customers and prospective customers. Selling What Customers Want There are some things that customers want regardless of where they buy products or get services. They want reliable solutions from trustworthy providers. When there’s a problem, they want so ..read more