Articles for Sales Professionals

Are your customers really aware of everything you sell? How often are your salespeople hearing “I didn’t know you did that!” from your prospects or customers?

A guest article by Patricia Fripp, Hall of Fame keynote speaker, executive speech coach, sales presentation skills and an on-line training expert. Like Hollywood actors, sales professionals put themselves and their companies on the line with every word, taking a risk in the hope of a favorable outcome. Just like actors, even the best, most experienced …

11 Biggest Mistakes Sales Professionals Make in Their Presentations MORE »

As we end 2023 I offer you three video suggestions to help strengthen your team’s success in 2024.

I offer you three final videos for the year as we approach 2024. Each of my videos centers on what you and your team can do to generate even more selling success next year.

I offer you three videos at the end of this year, all aimed at helping you increase the success and effectiveness of your sales team in 2024.

A guest article by Patricia Fripp, Hall of Fame keynote speaker, executive speech coach, sales presentation skills and an on-line training expert. If you are on the phone, a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional? Here is an …

5 Tips When You Have 5 Minutes With A Prospect MORE »

Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a key differentiator in selling today between the successful reps selling as trusted advisors and those struggling as order takers and reactive responders.

What can you do to get your reps to be talking less by getting their buyers to do more of the talking?

How many of your reps follow a “Ready – Fire – Aim” selling philosophy? Most are so action oriented they only think one selling move ahead.