4 min read
How to Win Against the Competition
Karin Roberts: Tue, Jun 13, 2017
Even while you are in a trade show environment, salespeople and prospects rarely want to talk about the same thing. You want to talk about the...
trade show selling (4)
6 min read
28 Responses to the Dreaded Sales Objection "It Costs Too Much"
Karin Roberts: Thu, May 18, 2017
Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount. That makes it...
3 min read
The Best Time to Make a Sales Call in 2017
Karin Roberts: Tue, May 09, 2017
Well our answer would be : "At ANY trade show event in your booth". But not all calls happen on the trade show floor. Most salespeople are eager to...
5 min read
19 Terrible, Very Bad Sales Phrases That Turn Prospects Off
Karin Roberts: Tue, Apr 25, 2017
Sales is a language game even when you are standing in your booth and drawing in prospects. Salespeople use words to demonstrate value, identify...
4 min read
6 Ways to Respond When Your Prospect Asks for a Discount
Karin Roberts: Tue, Feb 28, 2017
A discount can help accelerate a slow-moving deal, create goodwill, and give you leverage for requesting concessions. But you’ll only reap these...
4 min read
Always Be Closing Is Dead: How to Always Be Helping in 2017
Karin Roberts: Tue, Feb 07, 2017
One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. Alec Baldwin’s character, Blake, is the epitome of the...
3 min read
3 Conversations Sales Should Have with Marketing to Close More Business in 2017
Karin Roberts: Tue, Jan 24, 2017
Planning out your trade show strategy for 2017 can be a huge task. You are driven by trying to drum up business for your sales team to close but they...
4 min read
12 Essential Things to Do in January to Beat Your 2017 Sales Quota
Karin Roberts: Tue, Jan 17, 2017
As we usher in 2017, one thing is at the top of salespeople’s minds: “New year, new quota. How am I going to hit it?” Whether you’re going to...
4 min read
100 Sales Questions to Truly Understand Your Prospects' Pain
Karin Roberts: Tue, Dec 27, 2016
At the heart of every sale is a thorough fact-find. You’ll want to unearth the needs, the wants, and the desires of your prospect so you can present...
3 min read
5 Questions That Will Make Your Final Close Happen Naturally
Karin Roberts: Tue, Dec 13, 2016
From their first conversation to the close, a strong salesperson consistently asks her prospect for small closes. Getting incremental commitments...