by akoshner@gmail.com | Oct 2, 2026 | Sales Training
Ten minutes of preparation can change the whole tone of a sales call. Buyers notice quickly when a salesperson has done their homework — and when they have not. The ten-minute pre-call checklist Read the company’s website and recent news. Check the...
by akoshner@gmail.com | Sep 30, 2026 | Sales Training
An annual sales plan connects a revenue number to the work that will produce it. Without that connection, targets become hopes. These five steps keep the plan practical. 1. Start with the target and work backwards Break the annual target into quarters and months. Use...
by akoshner@gmail.com | Sep 28, 2026 | Sales Training
Many salespeople dread the close because it feels like pressure. In reality, a good close is just a clear question at the right moment, built on everything you learned earlier in the sale. Five closing strategies The summary close — recap the buyer’s needs and...
by akoshner@gmail.com | Sep 26, 2026 | Sales Training
When a buyer says “it’s too expensive”, the reflex is to offer a discount. That usually teaches the buyer that your first price was not your real price. A better approach is to slow down and understand what the objection really means. Use a four-step...
by akoshner@gmail.com | Sep 24, 2026 | Sales Training
Consultative selling means helping the buyer make a good decision, even if that decision takes longer. In practice, it comes down to one habit: understand the problem completely before you recommend anything. Ask about the situation, then the impact Situation...