Category Archives: Rainmaker Series- Becoming a Top Sales Professional

Opening The Call!

Opening the Call! Opening a Call with a customer is an A.A.R.T.! This isn’t a typo, but a method for mastering a critical juncture in sales communications. One area where strong salespeople have the upper hand is in how they transition effectively from rapport building into discussing business. A.A.R.T. is an easy set of steps that […]

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The Power of Sending Agendas!

The Power of Sending Agendas! You arrive to your first appointment with a new client, well prepared and enthusiastic. Small talk is exchanged for a minute and suddenly the client stops, looks you straight in the eye, and demands, “So, what’cha got for me?” This scenario can throw any collected sales professional off his or […]

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Doing Research Prior to a Call – The Big Differentiator!

Doing Research Prior to a Call – The Big Differentiator! Imagine it is your first call to a potential customer and the first question you ask is: “Mr. Smith, please tell me about your business.” What message does that communicate to the potential customer? You won’t believe how many salespeople start their calls this way. […]

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Sales Managers – Why you’re NOT creating value for your company by being a Super Closer.

Sales Managers – Why you’re NOT creating value for your company by being a Super Closer. Allow me to explain. We work with large building industry manufacturing companies. When we explore how time is invested when managers travel with their teams, it’s almost always the case that managers travel with a sales person because an […]

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What is Coaching?

What is Coaching? Most of us have experienced coaching in one form or another, usually in sports. The coach is the one who trains us in technique, skill and strategy in an effort to elevate our level of performance.  The goal is to achieve certain desired outcomes such as winning more games.  In this arena, […]

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