What Is Wimp Junction?
💡 Today's Slattery Sales tip: What is Wimp Junction®? Wimp Junction® is the place where your sale derails from your selling system -- where you can win at high margin -- to the prospect’s buying
The 3 Habits Still Getting in the Way of Closing 9 out of 10 Deals
In the video below let's talk about the three things most likely interfering with achieving the standard 90% closing rate for a well-executed complex sale.
How to Respond to a Pricing Request
In the almost four decades we've been doing complex sales training, coaching, and consulting (with over 2,400 companies), we've learned that there are a lot of constants in
How to Run the Sales Conversation Without Dominating It
Over the almost four decades that we've been doing complex sales training, coaching, and consulting, we've trained thousands of salespeople early in their career; perhaps
Why and How to Walk Away From A Proposal
First, let's talk about why you might want to walk away from a proposal:If you're willing to walk, it tends to heighten the prospect's interest in you. This is because they
What To Do When High Value Sales Go to Low Price: Case Study
In this video, Terry discusses what to do when a high value sale starts sliding down to lowest price, using an example from one of our clients in contract manufacturing.
The Biggest Myth Around Following a Sales Process (and what strong forecasts have in common with Shakespearean theatre).
The Biggest Myth Around Following a Sales Process(and what strong forecasts have in common with Shakespearean theatre.) I recently had a conversation with a salesperson at
The One and Only Purpose of Your Sales Calls
There are a lot of calls being done by salespeople out in the marketplace, but they're not all sales calls. They are calls filled with good things: meeting new people, chatting
The One Question for Sellers to Stop Asking Today
We've all read the books. We've all seen the trainings. We all know we're supposed to ask our prospects a LOT of questions. A LOT of open-ended questions. ALL THE QUESTIONS
The Real Reason We All Block Salespeople (Even Salespeople)
Why do we all block salespeople? What is it about salespeople that makes us go, "Shields up!" as soon as they call on us? We claim we're busy, we give excuses, we say we love
Why Closing Skills Aren’t Actually That Important
We've worked with more than 2,400 companies over the last 35+ years in the capacity of sales training, coaching, and consulting. And in that time, I've heard many salespeople
Why Human Salespeople will NEVER be Obsolete
I grew up in the sales world. Over the better part of the last 4 decades, I've seen many sales trends come and go. I've seen new industries rise and old techniques fall. I'