Sales Blog | Peak Performance Sales Training

Resistant Sales People How to Effectively Manage Resistant Sales Reps For Part 1 of this Tip Please Click Here The Cause of Ultra Resistant Sales People : Parochial Self-interest This type of resistant sales person values acceptance and often must be the center of attention. When someone else is advising or suggesting...

Growth Sins | The Seven Deadly Sins of CEO’s CEO's: Have you been questioning your approach toward Business Development ? Is there a correlation between your approach and the results that have you frustrated? In an economy infested with contracting capital budgets, cynical decision-makers, and sales professionals with...

Dealing with Difficult Sales People | Part 1 The economy is changing, buyers are skeptical and you are working harder and longer for less revenue. You have concluded the necessity for or have been asked to lead a change initiative. The problem identified is that what you or your organization have been relying business...

Reactive Selling VS Proactive Selling When asked to list the important steps in completing a successful sales meeting, many sales professionals respond with the following: 1) To develop trust, rapport and a strong foundation for a long relationship. 2) To ask the prospect questions and actively listen to determine...

Mastering Sales | The Key to Profitability The evolution of going from where you are, to where you need to be! When people first come to the conclusion that they need improvement in areas of their lives, they go through a multi-step process. Step 1: Acknowledgement A person cannot begin the process of effectuating...

Sales Tracking: Ramifications of not holding Reps Accountable As a Business Owner you are held accountable everyday for everything. rent, leases, advertising, salaries, whether sales come in or not! How quickly would a sales person fire you if your were consistently inaccurate with their pay? We find that one of the...

Overcoming Price Objection | How they Negatively Impact a Business As much as 80% of objections that salespeople encounter are price related and most often they are self-created. Although situations may vary, all price objections have the same cause: your prospect's perception of you and your product are low, or the...

Customer Empathy | The Financial Impact In Sales In the traditional sales world, price is both a back and front end obstacle. When you are selling in a stagnant economy, this obstacle results in margin decay, impacting the company and the sales person. When a prospect tells you that they do not have time or money,...

Sales Barriers How Business Owners Compound their Sales Obstacles Presidents, Business Owners and CEO’s all have, for the most part, good intent. In fact we all do what we do because we believe that it is the right thing to do. Unfortunately it is not always the most effective thing to do. Sales ineffectiveness and...

Confronting Sales Problems and Ineffectiveness You are going to have to do it sooner or later—What is the cost of doing it later? Business Owners, Presidents and CEO's: You invest more money into hiring and training more reps, invest in additional advertising and marketing, conduct more sales meetings— Are you...

Bad Sales Management | The Common Mistakes During the late nineties we experienced economic growth at rates unmatched since the roaring twenties. However the tremendous demand of the late nineties was not business as usual and it is highly unlikely that we will re-experience these same conditions anytime soon....

The Biggest Sales Mistakes Sales Managers Make The Major Sales Management mistakes that lead to sales plateau. Most sales organizations enter into a new year optimistic about their future sales results. The traditional approach is to begin each year with a bang that includes sales meetings, new company and individual...