PROSALESGUY – What Successful Salespeople Do Before And After Every Sales Call

Do you remember your first sales call as a Professional Salesperson?  We were discussing this with our sales training partners in Edmonton, Calgary, Vancouver and Victoria recently.  What was your most important goal in that meeting?  As one Salesperson told me “I just wanted to get through it without throwing up!”   Other than holding down […]

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Published on May 23, 2017 at 7:59 am by Dave Warawa

PROSALESGUY – How Great Salespeople Deal with Price Objections

Dealing with price objections is one of the biggest hurdles that our sales training partners in Vancouver, Edmonton and Calgary deal with on a consistent basis. Salespeople representing high quality providers must be skilled in handling buyers who always want a deal.

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Published on May 3, 2017 at 12:36 pm by Dave Warawa

PROSALESGUY – Four Steps To Close Pending Business

Great Salespeople consistently add new opportunities to their sales pipeline.  Our sales training clients in Vancouver, Victoria, Edmonton and Calgary are learning that closing pending business is even more important.  Otherwise, Salespeople can easily have a sales funnel that is stuck with hundreds of thousands of dollars in pitched business.  If this sounds like your […]

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Published on April 17, 2017 at 12:13 pm by Dave Warawa

PROSALESGUY – Are You Training Your Sales Manager?

Here’s a sobering fact that many Sales Managers will unfortunately agree with. We neglect or at least wait too long to train Sales Managers. The Harvard Business Review recently reported that the average age of managers receiving training was 42. Of the 17,000 worldwide leaders polled, the average age of the managers was 33. Here’s what they found:

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Published on March 30, 2017 at 4:05 pm by Dave Warawa

PROSALESGUY – Two Must-Read Sales Books

Driving revenue is always the focus of our sales training clients in Vancouver, Edmonton and Calgary. The commitment to reading is a leading attribute of all top performing Salespeople and Sales Managers. There is a direct connection between your commitment to self-education and the ability to be a great Salesperson. Here are two books that you need to add to your collection with my reviews of them.

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Published on March 9, 2017 at 10:23 am by Dave Warawa

PROSALESGUY – How To Deal With The Hurry Up B2B Sales Proposal

Our sales training clients in Vancouver, Edmonton and Calgary deal with this challenge on a regular basis – the “hurry-up and do your best with limited information” proposal.  It usually comes from a new inquiry where someone has the task of gathering information on a tight timeline.  He or she may know little in the way of […]

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Published on February 22, 2017 at 12:13 pm by Dave Warawa

PROSALESGUY – Why Salespeople Hate The Word Accountability

Accountability. Ask any of our sales training clients in Vancouver, Victoria, Edmonton and Calgary what they want their Salespeople to have and that word comes up very quickly.

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Published on February 6, 2017 at 2:03 pm by Dave Warawa

PROSALESGUY – The 10 Best Ways To Motivate Salespeople

Our sales training clients in Vancouver, Edmonton, Calgary and Toronto are always trying to find creative ways to motivate their Salespeople.  What works best?  Higher commission rates, group and individual incentives?  Don’t think that Salespeople are only motivated by cash.  There are many great management techniques to empower your people and bring out the best […]

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Published on January 23, 2017 at 3:05 pm by Dave Warawa

PROSALESGUY – Three Words That Will Increase Your Sales In 2017

Every time we work with our sales training clients in Vancouver, Edmonton, Calgary and Toronto, we learn something new.  Each group of Salespeople is unique.  What they manage to find most useful from our sales training is always different.  Our latest client has discovered great success with my favorite open-ended question.  Make these three words […]

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Published on January 3, 2017 at 9:53 am by Dave Warawa

PROSALESGUY – Everything Before The BUT Is BS

Every time we share this technique with our sales training clients in Vancouver, Victoria, Edmonton and Calgary, we get an interesting reaction.

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Published on December 6, 2016 at 11:39 am by Dave Warawa