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This is the first of many tips that I will be sharing that has allowed me to transform thousands of ordinary sales talent into outstanding high performing sales talent. These tips have driven sales teams and generated exceptional growth for many hundreds of organizations. It is my pleasure to share my 30 years of successful sales and management coaching and training knowledge with you.

Reduce the stress handling objections

In every sales presentation each product and service has specific objections and some general objections which we hear all the time. Some general objections might be “I have to wait for my partner or my husband /wife” “to approve up the deal” telling you either I am not authorized to make the decision or you didn’t educate me enough to make a decision. Another general objection might be “Send me information to read” which could mean kill me some trees and get off my phone or out of my office or I really have the need to read (yes it is true that some people are visual) in which case ask for an appointment to review the information with the prospect to validate the prospects objectives. Do not just send the information without a commitment from your prospect to review the collateral, proposal etc. at a specific time.

There are rebuttals that handle general objections and rebuttals that handle specific objections. I speak to thousands of sales persons and very few actually spend the time to master the rebuttals to their objections. It’s not like you here an objection and say: wow! I never heard that before”. Every industry has 5-7 objections that are asked all the time. So why doesn’t a sales person who wants to close more deals master those rebuttals and redirecting the prospect back toward the checkbook? It blows my mind how most sales persons don’t invest the time in learning the keys to closing the deal.

So if you can’t invest the time in mastering your rebuttals and still want to remain in sales, (which I ask myself why); I am going to give you an additional tip. Here it comes….Ready; Try to reduce the objections you presently receive by delivering your sales message correct the first time. Sounds easy doesn’t it? Remember objections are just pleas from your prospect to help them make a decision to purchase your product. They are telling you that your sales presentation was poor. So how do we deliver a better message? Most of the time inexperienced or under skilled sales talent forget that the sales process is only “delivering an intelligent message so a prospect can make an intelligent buying decision”. The presentation / message must be delivered after qualifying the prospect for their needs and wants and then responding with information that satisfies those wants and needs.

The presentation must have a message that includes the value of your product and that value must be clear to the prospect. Most sales persons have stroked themselves so much that they believe their product is perfect for everyone and thus the price is justified. Not true. Value is perceived in the eyes of your prospect. If they see value in your product they will reduce or eliminate any objections to your presentation which will shorten the sales process and allow you to close more deals. Of course if you don’t show the value to your product and or services to your prospect, your sale process will also be shortened but without a sale.

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The Art of Negotiation in Business


Negotiation means arrangement and mutual discussion of the terms of an agreement. It is unusual to negotiate on everyday purchases in America. However, when it comes to purchasing large and more costly items such as houses and cars, Americans tend to negotiate on the price. On the other hand, some cultures accept and even encourage individuals to barter or negotiate with all types of purchases.

How to Hire the Top Sales People for Your Sales Team


It is important to hire top sales people who have a rich hands on experience in this field to accelerate your company’s sales to the next level within a short time period. May sound like a no-brainer, right? Even if you agree with this, we all know that attracting highly efficient and result oriented sales people is anything but easy. However, it is definitely possible to get it right if you move in a methodological way as you can definitely find the people who are committed to excel in sales and can take not only bring tons of business to your company, but will also motivate others in your sales team to perform.

A recent study has shown that around 57 percent of all sales recruiting efforts often lead to mis-hires. This means that while hiring sales personnel in any recruitment process, your company has 50 percent chance of making some sort of mistake and this can be really costly in sales. It may take you months to realize that you have hired an unworthy sales person who is unwilling to sell for your company. This can be a huge loss for you in terms of money and time.

However, you should not fear as you can easily avoid these mistakes while hiring sales personnel, as long as it is possible for you to recognize the possible pitfalls and can work in a proactive way to remove them.

Here we are listing few rules that can assist you in making top hires:

1. Understand your requirements- You should begin by developing a clear job description that identifies the experience and key skills you are interested in, the ideal candidate profile (farmer vs hunter), the selling environment, performance metrics for this sales position and the sales objectives. This many sound easy, but if these steps are skipped, then you may end with nothing to match the candidates against-and that’s a perfect recipe for disaster.

2. Sell the job-If you are interested in attracting the best talent, you should take time to develop and promote your company’s story, its vision, it’s USP. What strategies you have to win in the target markets? What incentives and growth opportunities you have for top performers? What characteristics make your business a great place to work? Are you offering just a sales job or a real big opportunity while hiring sales personnel?

3. Try to understand the traits and skills of real performers-Many sales managers often hire inefficient sales reps that are stereotypes of top sales rep. These managers feel that if any person can successfully sell himself in an interview, then he can become a top performer. Dead wrong! You should look for the following skills.


• Ego-Drive Probing

• Ego-Resilience Technical

• Conscientiousness Negotiation

• Service-Orientation Persuasion

• Motivation To Succeed Prospecting

• Detail-Orientation Organization

• Traits Skills

• Empathy Listening


4. Look at the right places- Even in this economy, all top sales people are already working and probably not looking, so how will you attract the top talent? Well, start by finding the names of top performers with your competitors by using your industry contacts, get referrals as most top hires come through people you already know. You can even target top reps working in companies that are selling the complementary items in your target markets.

5. Plan a rigorous hiring process- Devise a rigorous hiring process and stick to it. Hiring top talent required time, energy and commitment. You should build a right interview team, collect sales achievement history from all the candidates as all top performers usually have this information.

Hiring sales personnel that are top performers is not easy, but you can definitely achieve it if you are really committed to the growth of your company.

Triton Theroy creates great salesman through our world acclaimed sales training and management programs. Visit the main Site for details:


Handling Sales Objections Effectively


Dealing or handling objections can pose as an intellectual and emotional challenge. To overcome sales objections and close the sale successfully, a salesperson must have thorough product knowledge, be creative, utilize sales tools, and possess confidence in their own abilities, the product, and the company. They should merge sales technique with sincerity and passion to resolve all doubts or conflicts that gives rise to sales objections.

Customers typically voice objections till the time they are entirely persuaded about the products and services. Most prospective customers raise their objections in the initial stages or before the deal gets closed. A salesperson that is eager on handling objections in sales should expect objections during the sales processes and must employ few effective techniques to overcome it.

Pay Attention To The Objections:

Predominantly, a salesperson needs to pay attention and listen to the objections that are voiced during the course of sales process attentively. Along with making an effort to identify with the apprehensions of the potential customer; a salesperson should express their understanding while providing a solution to the issue or handling objections. This strategy will make the customer feel that the salesperson appreciates his concern and might induce him to be more open and frank.

Recognize The Reasons:

Many a times the initial objections are not the real concerns. For instance, customers wouldn’t want to disclose that they do not have sufficient money to purchase the product, so instead they might raise objections to avoid the deal. Therefore, it is always beneficial to ask some investigative questions to establish the main reason behind the objection and accordingly tailor the sales tactics to suit the customer’s requirement.

Handling Objections Pertaining To Price:

A salesperson can handle objections pertaining to price by highlighting the value that the product brings to the potential buyer. They can compare and evaluate it with other alternatives as well as list the features to emphasize its true value. Additionally, the salesperson needs to confirm why they consider the offering to be an ideal fit for the customer’s needs.

Respond To The Objections:

Customers are inclined on raising numerous objections pertaining to the product features with relation to the credibility of a company, price, quality, services and delivery of the product. A salesperson needs to be well prepared to present the required details in order to resolve the issues and objections. They can make use of charts, previous records, graphs, reviews, testimonials, and numbers along with the other resources to offer solutions to the numerous objections raised by the customers.

Learn From Previous Sales Objections:

An excellent ways to deal with objections is to gain experience from past sales. By probing the past customers about their objections, the salesperson would have surely come across various concerns that deter prospective customers from striking a deal. The salesperson must have employed effective strategies that helped them win over the customers. They need to keep a track of all such strategies and implement it whenever the need arises as these can prove to be imperative while handling objections raised by current or future customers.

Perceive Objections As An Opportunity:

Efficient salespeople view objections raised by customers as an opportunity to educate and win them over rather than a dispute. By providing attention to their concerns and by engaging in a thoughtful communication with the customer, a salesperson places themselves in a better position to propose the precise solution to various objections and with it creates a good rapport and relationship with the customers. This strategy can help to build a long term business association.

Handling Objections Using Other Effective Techniques:

To complete the sale, a salesperson can offer a concession to the buyer on the terms, in case he still has objections after all his concerns are clarified. If the buyer is still not confident about the product or is not sure whether the product will meet his requirements; the salesperson can offer a discount or money back guarantee to help the customer overcome such type of objections.

Overall, for a salesperson that is keen on handling objections during the sales, it becomes essential to employ effective procedures to overcome all types of objections. Moreover, a salesperson should be considerate, friendly, polite, charismatic, confident, kind, respectful and genuine because where everything fails; good conduct and human charm might just do the trick!

Triton Theroy creates great sales managers through our world acclaimed sales and leadership training programs. Visit the main Site for details:, or give us a call at (954) 376-3767


How To Hire An Effective Sales Person


All companies are looking to increase sales, and this can only be done if the sales people that are hired are as effective as possible and deliver A level results. But how does an organization hire the best sales people in a market crowded with C level talent?

First and foremost, for any job, not just sales, hire more for attitude than aptitude. The person who brings enthusiasm to the table is going to have much better, results, than the person who brings just resume qualifications. Enthusiastic people are teachable and they are willing to do whatever it takes to get the job done. They are also aware that they do not have all the qualifications which makes them want to work harder so that they can prove themselves.

To get the best sales person, look at the following factors

1) How good are they at bringing in new business, according to their sales history? A company’s sales will mostly grow because of new business, so the sales team that you put together should be able to continually pick up new business from the market. But remember retention of existing business is essential to revenue growth.

2} A lot of sales jobs require networking, and the sales skills list on your job description should clearly indicate that you need a person who is good at finding people, building and sustaining relationships. Ask your interviewees about the accounts they have managed, and get to know the history of how they acquired them as well as how they were able keep the relationships strong and profitable.

3) The best sales person must also be able to communicate well with internal staff. They should excel at relating to in house departments. This allows for the acquisition of critical information which is essential to have when closing the sale quickly.

4) Depending on the product or services that your company sells, the sales person should be able to have as much product knowledge to sell confidently to all kinds of vertical or horizontal markets they are focusing on. Some products are less complex and therefore require more persuasion than product knowledge others require that the salesman know their product inside out. Product knowledge usually increases the sales closing ratios as the talented sales person can handle objections more effectively.

5) An organization can shorten the decision making process when hiring new candidates by delivering a profile or assessment focused on the skill sets of the most successful sales talent in the company. This will approve the hire of only those sales people that fall into the parameters of the assessment and will reduce the ineffective and costly hiring that generates C level talent. The assessments will also identify the strengths and weaknesses of the existing C level and B level talent and allow management to train on those deficiencies creating a high performing sales team.

If you find yourself with a candidate who is enthusiastic, good at forming and keeping relationships but does not have product knowledge, offer them an assessment and if they fall between the accepted guidelines , hire them and watch tem shine.

Triton Theroy, our South Florida based company, specializes in employee assessments, development, sales and leadership training.  Call us at: (954) 376-3767 to discuss the possibilities.

Hire An Effective Sales Person

Ways to Handle Objections in the Sales Process


As a sales person, what do you do when you make a sales presentation and receive a cold hard no from a prospect? Does this mean that you should walk away? Not in the least. In fact, the best sales people are those that do not take no for an answer until they are sure that they have exhausted the process of handling objections. In sales in fact, an objection can turn out to be a positive thing because you get to learn why you got an objection in your sales process and you can then work to tweak the way you make your pitch. You also learn how to handle different prospect personalities.

Here’s how you handle objections and increase your closing ratio?

Never out talk your prospect. Listen to them, and let them finish. You should always have empathy for the prospect’s objection and use “I understand or you probably think you have seen quite a few sales persons recently , but I am not trying to sell you anything, I am only trying to offer intelligent business information for you to make an intelligent business decision. “This will reduce the prospects apprehension (risk) and allow a dialog to begin. You want to understand why he said no, and empathy will promote the prospect to explain why they are objecting.

After they have explained their objection, repeat what they said back to them in a way that says that you are only trying to understand their needs. Do not be condescending or you will lose the sale. Let them listen to your understanding of their objection and allow them to correct you if you didn’t understand it well. Do not respond with phrases such like “Don’t you want to save money” as this will disrespect the intelligence of the prospect. Do you think they will respond with “no I’m glad you called or visited me? Not going to happen.

Now start understanding the objection. The prospect will let you in and they will site reasons as to their motivation for saying no. Again have empathy, repeat their objection and answer with affirmative benefits that you obtained in your qualifying process. Additional objections can occur and you are simply giving your prospect a chance to clarify, and learn a lot more about their objection and how you should handle it.

Once you understand why the prospect objected, you can then respond with your rebuttal. Remember that an objection is simply fear of the risk of making a bad decision if the prospect was to purchase your product or services. Do you have a way to relieve this fear? You most likely do, so go ahead and lay out your proposal to them.

Finally, ask for the order once more and be ready to repeat the previous steps sometimes as many as five times before the prospect will feel comfortable enough to say YES.

Triton Theroy creates great sales managers through our world acclaimed sales and leadership training programs. Visit the main Site for details:, or give us a call at (954) 376-3767 ext:3

Key Qualities of a Sales Manager for Managing a Sales Team


How to Be a Great Sales Manager

The role of sales managers in successful sales organizations is a role that is never to be taken lightly, for sales managers play a pivotal role in enhancing the sales figures of an organization. Sales managers with a mission also come with key qualities that help them lead the team from the front; manage sales team in a better way, produce a collective result, and make the team members realize their true potentials. What are the ideal qualities required for managing a sales team?

Lead by example

For managing a sales team, a sales manager should lead by example, and should be out there in the thick of things, and be leading the way out to accomplish sales objectives. The actions and decisions of a sales manager must provoke enthusiasm amid his team members, and should help team members raise their bars to notch up great sales performances.

Real care for team

Sales manager and sales team memberGreat sales managers are professionals who really care for the team’s performance and who care for an individual’s performance. A good sales manager knows that the success or failure of his sales team is impacted by individual performances, as he also knows that it is his responsibility to guide the team to reach a common goal.

Motivate and instill confidence

A good sales manager, while managing a sales team, realizes that he has a task at hand to set the right tone for the sales team by motivating the team members. The sales manager also knows when to wield a carrot and when to wield a stick, and knows how to keep the team focused on the primary objective. The sales manager should inspire and instill confidence in underperforming team members and in other team members as well.

Encourage risk taking

When managing a sales team, a result-driven sales manager promotes risk taking amid his team members. Calculated risks can convert near-impossible sales leads into potential customers, and the risk taking ability of team members can produce great team results.

Future vision

Great managers not only have a great vision, but develop future-vision concerning their future, concerning the future of the company, concerning market share, concerning competitive edge, and future-vision on other important aspects to work towards a big goal.

Delegate responsibilities

In managing a sales team, a good sales manager should be quick to read the unique qualities of his team members and to make the best use of those qualities for a common cause. In essence, good managers delegate responsibilities to enhance the workflow, which in turn boosts the confidence of team members.

Recruit and train

Result-driven sales managers are also professionals who possess talent and skills to recruit potential candidates and to train them in the right way, in order to enhance the overall performance of the sales team. A good sales manager is one who would share his sales experience and robust sales techniques with his team members, equip the team members with the needed skills, and encourage the members to perform to their potentials.

Effective communication skills

To be able to exude confidence amid his sales team, and to accomplish set targets, a sales manager should possess effective communication skills. A good sales manager should also be a good communicator.

For managing a sales team, a sales manager should possess key qualities that can help him get the best out a sales team, qualities that can help him achieve the desired sales results.

Triton Theroy creates great sales managers through our world acclaimed sales and leadership training programs. Visit the main Site for details:, or give us a call at (954) 376-3767


How to Become a Great Salesman


What is a Great Salesperson?

Sales techniques and skills are not always something one is born with. Often people think if they are not given the skills naturally then they will not be successful in sales. This is not true. Plenty of successful salesman have taken training courses, read books written by successful sales professionals, and worked for many years to become a smooth talented sales person. If you want to become a great salesman you just need to be willing to learn and grow through training and experience.

Getting to know your client as a person is a huge sales technique for today’s consumer environment.

People do not want to get hit with a pushy sales pitch.

To be successful in sales in the 21st century a salesman needs to talk to potential customers like they want to become their friend and want to learn about the customers interests, needs, and problems. The more you show interest in their life the more the future customer will trust you and listen to what you have to say.

When a customer decides not to buy at this time a salesman needs to not be discouraged by this result. Perhaps the timing was just not the best and the customer will come back another day. But a good salesman can become a great one by using non-closure transactions as learning tools like sports teams view games that they lose. Evaluate how you handled the interaction and take learning tips from it for future growth. Do not worry about past days non-closure interactions with customers. Just live in the present days work and grow from each experience.

Sales agreementStay in contact with past customers through email or other means of communications. The more social communication they receive from a salesman the more a customer will be open to reading actual sales information when it arrives in their email box or snail mail box.

Great salesmen are involved in their community.

By participating in clubs, organizations, and charities a salesman will become more visible to future customers who are also in these organizations. By showing concern for your community future customers will see that you care about things other than just selling products.

Just remember to always be thinking how can I help these people instead of how can I make them buy this item. If you approach the situation with the goal to help someone then they will be more receptive.

Triton Theroy creates great salesman through our world acclaimed sales training programs. Visit the main Site for details: