The Brooks Group

SEPTEMBER 13, 2011

“ How do I get my team better at handling rejection? ” is a common question from prospective clients. The answer, of course, depends on what’s causing the rejection in the first place. There are three, root causes: Poor sales skills : You’ve somehow failed at the sales process. Unqualified prospects : And this is really related to #1. Inappropriate offering : Either because you’ve presented the wrong one, or you don’t have a good one to offer.

B2B Sales 40

B2B Sales Sales Prospecting Sales process 40

The Brooks Group

SEPTEMBER 12, 2011

Editor's Note: Every now and then, you run across someone with true, unadulterated passion for sales. Robert Terson is certainly one of those people. I enjoy reading his site SellingFearlessly.com , and am excited that he's written a post especially for us here at The Sales Leader Blog. Here it is. Robert Terson. Coach Paul “Bear” Bryant said, “It’s not the will to win that matters—everyone has that.

Ethics 40

Ethics Sales Training 40

The Brooks Group

SEPTEMBER 8, 2011

There's a myth that the grass is greener just on the other side of the hill. In sales jobs, the myth is that there's a better sales job somewhere else. "If I can just find a better place," we tell ourselves, "I'll be happier, with a bigger salary, and less stressed." I'm here to bust that myth. I believe that any sales job has positives and negatives.

Sales 40

Sales Prospecting Management Competition 40

The Brooks Group

SEPTEMBER 28, 2011

The other day, I was talking to one of our sales trainers who told me about a great conversation he had with one of his clients about the distinction between customer satisfaction and customer loyalty. It seems members of their sales team were confusing the two. It made me realize that I might be doing the same thing, too. Satisfaction happens when a salesperson (or company) fulfills a customer’s needs, wants, or expectations.

Prospecting 40

Prospecting Sales 40

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