Archive for tag: sales training

Part of my Saturday morning was spent with the friendly, energetic woman of lia sophia. I want to thank them for a great Phone Lady power hour – they truly dedicated themselves to learning – while having fun. Special thanks go to Independent Advisor and Zone Leader Arlene Marchand. One of the discussion points of our jam-packed hour is worth sharing – the importance of silence. The ability to use – and be comfortable with – ...

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 “By failing to prepare, you are preparing to fail.” Benjamin Franklin  A variation of this quote is likely familiar to most of us. And most of us understand that preparation is an important and essential part of success. But … there are times when preparation prevents us from doing our best, particularly when it comes to conversations with our clients and potential clients.  This was clarified for me this past week in two ways. One was during ...

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Despite Sunday’s snow here in Halifax (which I have to admit I thoroughly enjoyed – it’s the Timmins, Ontario in me) Spring is here. We have officially ended the first quarter of our business year and I have to ask “How were your sales? And what are your predictions for this quarter?”  I know these feel like “personal” questions, but they’re not – they’re factual, logical questions we all need to be asking, whether we are ...

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One thing I know for sure – it is human nature to think and speak in close-ended questions.  Another thing I know for sure – close-ended questions don’t help us get to know our customers, or serve them better.  So this week’s post is dedicated to open-ended questions and the words we learned back in primary school – who, what, when, where, how and why.  We’ve all experienced it, a great phone call or meeting where we believed ...

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There are a lot of business pundits out there that believe salespeople and entrepreneurs should abandon cold calling as a method of finding customers.  I’m not one of them!  I believe in the power of the cold call. It has been a reliable and prosperous building tool for me since 1987. While the specifics of how to reach people and what to say have certainly changed over the years (and continue to do so), the results have ...

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