Here is a link to a video on price objections but let me first make the following MAJOR point: Do NOT tell people what to do when coaching on how to handle a price objection, rather ask a rep "what do you specifically say when receiving such an objections" and REALLY listen. If the rep says "what I try to do ..." they have just illustrated they are shooting from the hip, are not prepared, and..

One of the mainstays of our company Sales Progress LLC is our in-depth coaching program "progress Coaching". We think its great but does it work? One of our clients called me and said "Not only are we hitting our numbers but I find myself coaching everyday!"

This is a great article to read if you want to learn more about sales coaching and why sales coaching is so important in today's business world!

I was recently searching for interesting sales topics when a blog post title caught my eye: “The benefits of “Negative” and “Positive” people”.  I was immediately intrigued.  It is ingrained in us to encourage positive thinking for increased success, what benefits could a negative person possibly have to offer?  The post went on to make interesting points on possible benefits like being able to..

I want you to think back into your history of sales and pick out a memorable sales moment.  I would be willing to bet that many of you have settled on a sales situation that, at the time, seemed like the worst situation you would ever be in!

Increasing sales seems to be such a simple concept, yet so many organizations have a hard time tackling it. Managers don't have the time to micromanage and reps frequently lack the time management and motivation to get the organizational objectives accomplished. There are some very basic ways that you can impact the bottom line on an everyday basis.

Accepting Responsibility for Your Sales Success Copyright 2005, by Dave Kahle