Mastering a New Set of Prospecting Skills

More and more companies are ditching expensive advertising efforts and expecting their sales team to think and act like marketers instead.  Companies are making this shift for a variety of reasons.  However, whatever those reasons might be, one thing is certain:  To be EFFECTIVE in professional selling today sales people need to become masters of […]

By |October 31st, 2015|Prospecting and Lead Generation, Sales|0 Comments

The Extinction of Sales People









The Death of “Sales People”: How To Avoid Extinction in the Next 24 Months

Join us for a webinar on Sep 15, 2015 at 10:00 AM MDT.

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Expert sales trainer, Terry L. Hansen, is predicting the COMPLETE EXTINCTION OF ALL SALES PEOPLE within the next 24 months. Sound radical? Consider this: “Sales people” are individuals who service […]

By |September 2nd, 2015|Sales, Selling Skills, Training and Development|0 Comments

Is Your Prospect Fake?


Is Your Prospect Fake?
Five Factors to Qualify Prospects
I’ve noticed that even among seasoned sales professionals that language can become cloudy or unclear.  Even worse, sales people can convince themselves (and their sales managers) that their sales pipeline is “rosier” than it actually is.  I’d like to share five factors that will help bring a heavy […]

MaxValue Selling Rule #49

Just because you know something, doesn’t mean you will use it.  That is why at least 50% of a sales person’s success can be attributed to the development and refinement of their behaviors and skills.  We all know things that we should be doing, but studies show that only about 9% actually do the things […]

By |August 17th, 2015|Creating Value, Management Skills, Sales|0 Comments

How to increase your prospects’ Response Rates


Send a relevant & valuable article, video podcast, etc. prior to attempting to solicit


Use someone else’s name
Be introduced
Use LinkedIn
Use gatekeepers


Plan ahead
Leverage network
Add value 1st, sell 2nd

Social Media:

Send personalized connection request


Short messages
First name only
No pitching
Ask for “help” or “advice”


Short questions
Subject line only
Add value 1st, sell 2nd


Ask questions
Send link

Use 2 or 3 […]

Four Ways to Win the Fight for Customer Loyalty

The Fight for Loyalty

In these fast paced and complex economic times, business owners are fighting harder than ever to maintain customer loyalty.  Many forces work to deteriorate hard won customer loyalty.  Stiffer competition, an expansion of choices, new technology, cheaper prices and a host of other forces are continually working to weaken the grip that […]

By |December 11th, 2014|Change, Creating Value, Customer Service, Sales, Selling Skills|0 Comments

How to Get Past the Gatekeeper?

One of the great challenges many sales people face when working to generate new leads for their business is getting to the main decision maker.  For decades we have been taught that a sales person must eventually speak with the persons who can sign the check in order for a sale to happen.  Decision makers […]

When Do I Close a Sale?

As a professional salesperson it may be difficult to gage when to “close” the sale with a new prospect.  If you try and go for the close too early, you may catch the prospect off guard and get a NO.  If you try and close too late you may miss the opportunity and still get […]