3 Keys To Improving Your Phone Sales Skills…

  You might not know this but I spent a few years selling over the phone almost exclusively. And, I was pretty great at it. Recently I was chatting with a colleague about a study that showed that the rate of sales for a group of theatres was lower over the phone than online, which was pretty mind-blowing because it …

The language of the sale is about opening, not closing conversations…

I’ve been thinking about impact and the impact of language on marketing and sales lately. I’ve been working on a new program called “The Language of the Sale” because this idea of using language more effectively to accelerate opportunities has kind of stuck with me and won’t leave me alone. That being said, as I have moved around the internet, …

The Language of the Sale: a Few Key Ideas

  I’ve been working on a new seminar offering that I’ve tentatively titled, “The Language of the Sale” and out of this work has come a few interesting ideas about managing language to help you sell more. Here are a few of them: Overcoming Objections: Language allows us to use more powerful language to overcome the objections that people offer up …

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Are Your Closing Problems Really Closing Problems? Or, Something Else?

  I asked a question on Twitter the other day about challenges facing sales agents this year.   In your #sales goals for 2018, what’s the area you want to improve most? — Dave Wakeman (@davidwakeman) February 8, 2018 Not surprisingly, near the top was closing skills. As I thought over the question I had asked my followers on Twitter …

There Are Really Only 4 Objections…

  I’ve spent a lot more time writing about sales topics than I typically do, but I’ve begun to see a need for more and more sales topics to be covered. Mainly this has popped up as a topic because so few people are getting the real skills they need to be successful as sellers and everyone is in sales. …

Dave Wakeman’s 3 Keys To Negotiating Anything…

My family considers me their go-to negotiator… While I am not ready to write a sequel to The Donald’s The Art of the Deal, I can offer you a few tips that will make you a bit better in your next negotiation. 1. Have Goals: Too often I’ll deal with clients or sales people that will say they go into negotiations with …