s.
-How to cover the benefits of a product/service feature.
-How to create a sense of urgency.
-How to professionally terminate a presentation on a poor prospect.
-How to increase a sale by ‘upselling’.
-How to close the sale.
-How to answer a prospect’s objection.
-How to better answer a prospect’s questions.

I’ll lea

How much time do you spend practicing and developing your skills? Do you practice a new technique on a prospect or on a fellow salesperson or your supervisor first? Do you not practice at all, but just show up?

Show me any athlete in any sport who achieves success, fame or even makes a decent living, and I will show you someone who spends more time practicing than in the performance of his/her sport. Here are a few examples.

- Most Olympic athletes spend in excess of 3000 hours preparing for a 2, 3 or 10 minute race. -Most good golfers hit hundreds of golf balls every day to refine their swing, balance and performance. -Take baseball, basketball or football – teams practice 3-5 days a week (every week) for several hours for just a 2-3 hour game. I could go on, but I am confident you see my point. Are other careers different? No. Doctors, contractors, teachers, counselors spend time in research, discovery and experimentation. They don’t wait until they get into the operating room or in front of the classroom. Yours truly spends a minimum of 2-3 hours for every hour in front of an audience.

Show me someone in any discipline who just shows up, and I will show you someone who is average at best, never makes a difference, and seldom achieves greatness.

How about salespeople? What can they practice before a sales call? A telephone call?

-New questions to ask prospects.
-New ways to ask those questions.
-How to cover the benefits of a product/service feature.
-How to create a sense of urgency.
-How to professionally terminate a presentation on a poor prospect.
-How to increase a sale by ‘upselling’.
-How to close the sale.
-How to answer a prospect’s objection.
-How to better answer a prospect’s questions.

I’ll leav

ing than in the performance of his/her sport. Here are a few examples.

- Most Olympic athletes spend in excess of 3000 hours preparing for a 2, 3 or 10 minute race. -Most good golfers hit hundreds of golf balls every day to refine their swing, balance and performance. -Take baseball, basketball or football – teams practice 3-5 days a week (every week) for several hours for just a 2-3 hour game. I could go on, but I am confident you see my point. Are other careers different? No. Doctors, contractors, teachers, counselors spend time in research, discovery and experimentation. They don’t wait until they get into the operating room or in front of the classroom. Yours truly spends a minimum of 2-3 hours for every hour in front of an audience.

Show me someone in any discipline who just shows up, and I will show you someone who is average at best, never makes a difference, and seldom achieves greatness.

How about salespeople? What can they practice before a sales call? A telephone call?

-New questions to ask prospects.
-New ways to ask those questions.
-How to cover the benefits of a product/service feature.
-How to create a sense of urgency.
-How to professionally terminate a presentation on a poor prospect.
-How to increase a sale by ‘upselling’.
-How to close the sale.
-How to answer a prospect’s objection.
-How to better answer a prospect’s questions.

I’ll lea

several hours for just a 2-3 hour game. I could go on, but I am confident you see my point. Are other careers different? No. Doctors, contractors, teachers, counselors spend time in research, discovery and experimentation. They don’t wait until they get into the operating room or in front of the classroom. Yours truly spends a minimum of 2-3 hours for every hour in front of an audience.

Show me someone in any discipline who just shows up, and I will show you someone who is average at best, never makes a difference, and seldom achieves greatness.

How about salespeople? What can they practice before a sales call? A telephone call?

-New questions to ask prospects.
-New ways to ask those questions.
-How to cover the benefits of a product/service feature.
-How to create a sense of urgency.
-How to professionally terminate a presentation on a poor prospect.
-How to increase a sale by ‘upselling’.
-How to close the sale.
-How to answer a prospect’s objection.
-How to better answer a prospect’s questions.

I’ll lea

r in front of an audience.

Show me someone in any discipline who just shows up, and I will show you someone who is average at best, never makes a difference, and seldom achieves greatness.

How about salespeople? What can they practice before a sales call? A telephone call?

-New questions to ask prospects.
-New ways to ask those questions.
-How to cover the benefits of a product/service feature.
-How to create a sense of urgency.
-How to professionally terminate a presentation on a poor prospect.
-How to increase a sale by ‘upselling’.
-How to close the sale.
-How to answer a prospect’s objection.
-How to better answer a prospect’s questions.

I’ll lea

s.
-How to cover the benefits of a product/service feature.
-How to create a sense of urgency.
-How to professionally terminate a presentation on a poor prospect.
-How to increase a sale by ‘upselling’.
-How to close the sale.
-How to answer a prospect’s objection.
-How to better answer a prospect’s questions.

I’ll leave you with a question. Are you just showing up for games, or are you spending routine time and effort practicing for your next call?