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The Sales Coaching Institute: Sales Training & Sales Coaching Blog

The Sales Coaching Institute: Sales Training & Sales Coaching Blog

5 Steps to Closing More Sales

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Sep17
Having the ability to close is perhaps the most important aspect of being a successful salesperson. It is also the most difficult. To help you get the best success from your sales calls, it can be useful to adopt a strategy proven to get results. Follow this five-step closing system

Top 5 Traits of an Outstanding Salesperson

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Aug25
Top 5 Traits of an Outstanding Salesperson Ask any top sales leadership coach or sales coaching coach and they’ll tell you, there are five essential traits that all sales professionals must have if they are to effective and successful. Let’s dive right in: 1) Personability: According to the Merriam-Webster dictionary,

Researching Prospects Before the Sale

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Aug16
By the time a member of your sales team reaches out to a prospect, they should already know them inside and out. Not only this will help them feel confident and prepared, but it will also show the prospect that they have taken a specific interest in them and their

How to Build Initial Rapport With Prospects

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Jul13
Building rapport with a prospect as quickly as you can is critical if you want them to be receptive to what you have to say. Experienced professionals know that this early part of the pitch is an art rather than a science. This makes building initial rapport is an ideal

What To Do When a Prospect Pushes Back

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Jun04
Even for the best sales professionals, not all sales calls end well. Sometimes, they end with significant pushback from the person on the other end of the line. According to many leading sales coaches, losing prospects and sales is not an easy thing to deal with, but how you deal