TSE 1114: Assessing Curiosity To Optimize The Performance of Outbound Sales Reps

  Asking questions and learning about the client is an accepted part of sales, but the key is assessing curiosity to optimize the performance of outbound sales reps. Alex Berg, who has a [...]

TSE 1112: Sell Me This Pen!

You’ve likely heard the scenario before where an interviewer asks a seller to “Sell me this pen,” but how much value does this approach offer?? This scenario will likely throw your prospective [...]

TSE 1096: How Do You Listen To What The Prospect Isn’t Saying?

Sometimes we lose out on promising deals because our prospects are giving us indications that all is not well but we’re failing to listen to what the prospect isn’t saying. Oscar [...]

TSE 1090: I’m Selling More Than Water

Hearing from other sellers can help us improve our own techniques, and today Troy Rackley shares his own killer message and how he communicates that he’s selling more than water. Troy [...]

TSE 1084: Sales From The Street – “Sales Malpractice”

When we convince ourselves that we have nothing more to learn, we fail to ask enough questions and we sometimes even commit sales malpractice. Brian Robinson has been in sales for more than 20 [...]

TSE 1080: TSE Certified Sales Training Program – “Discovery Meetings”

Building value is a critical part of any sales process, and the discovery meeting is an important step in that process. How much should you prepare for the discovery meeting beforehand? What [...]

TSE 1067: 5 Things You Get Wrong When It Comes To Building Value

If you’re giving your customers things that you value instead of focusing on things that your customer needs or wants, you should be aware of the  5 things you get wrong when it comes to [...]

TSE 1063: How to Instantly Increase the Perceived Value of Your Offer

The marketplace is crowded, so if you understand how to instantly increase the perceived value of your offer, you’ll be better able to differentiate yourself from your competitors. Bob [...]

TSE 1050: TSE Certified Sales Training Program – “Paint A Picture”

If you paint a picture for your customers of where they are now versus where they want to go, you can help them make a buying decision.  Show them how the positive change will happen, or what [...]

TSE 1047: Start Asking “Stupid Questions”!

The more information we have about our clients, the better we’ll be able to serve them, and we can begin by asking “stupid questions.” In 2013, I was working on a speech for [...]

TSE 968: How To Ask A Potential Customer The Right Questions That Make Them Feel Comfortable And Not Pushed

On today’s episode of The Sales Evangelist, we talk to Kory Angeline about the right questions, and how you can help your customers feel comfortable without feeling pushed. No matter what [...]

TSE 937: The Questions You Ask Are NOT Building Trust

  Sometimes as sales professionals, we unintentionally erode the trust we have with our clients. The way we pose a question or the way we treat our clients can prevent us from closing a [...]

TSE 906: Questions That Sell-The Powerful Process to Discovering What Your Customer Really Wants

Selling is always a challenge. When sellers are confused about what they’re selling or about what their customers want, selling is impossibly hard. Learning to ask questions that sell will [...]

TSE 897: 15 Great Sales Coaching Questions You Should Ask

As a sales manager, your focus must rest largely on your sales reps rather than your customer. You must win your sales reps over in order to get them to perform at their peak. Do that asking [...]

TSE 760 -TSE Hustler’s League-“Don’t Forget to Ask”

Today’s snippet is taken from one of the training sessions at the TSE Hustler’s League, where we discuss yet another challenge of forgetting to ask for a referral and how you can overcome [...]

TSE 745: TSE Hustler’s League -“Start…Stop”

One of the reasons people have a difficult time asking questions is they don’t feel confident they’re able to do it. They feel they’d come off as too disrespectful or [...]

TSE 660: TSE Hustler’s League-“The Reverse”

This is episode is part two of the discussion we had last week on Episode 655 where we talked about how you can create an experience for your customers, specifically around the idea of asking [...]

TSE 065: Learn Why Human Relationships Are At A Premium Today!

During this episode I had the great opportunity of interviewing Jeb Blount, Mr. Sales Gravy himself. Jeb founded SalesGravy.com in 2006 as a portal for all things sales. Over the next five years [...]

TSE 064: Don’t Let Your Prospects Do Mental Gymnastics!

Picture this, you are at a trade show or networking event and are having a really good conversation with a sales professional. You find out that her kids go to the same school as your kids and [...]

TSE 060: You Are A Sales Professional….Stop Trying To Be A Psychic!

Okay, I got to admit something to you. At one point in my sales career I thought I was a psychic! Well, not exactly, let me explain further. As a new seller I always assumed and tried to predict [...]

TSE 046: How To Ask Questions To Gain Trust

Have you ever been asked a very thought provoking question that really grabbed your attention and made you think? Or, have you ever replied to a question “that’s a great question, I have never [...]