How I got over the FEAR of selling!

Susan Couslin Blog Leave a Comment

Most Real Estate Sales Associates starting out have the biggest FEAR of SELLING…
The reality is that fear is a normal part of the journey as a sales associate.  Fear isn’t a sign that you are doing something wrong in your field. It is in fact a sign that we are doing something new.  It doesn’t mean that you are not …

How to be Successful at Cold-Calling

Susan Couslin Blog Leave a Comment

The vast majority of Real Estate Sales Associates, salespeople and entrepreneurs do not enjoy cold-calling. Yet, at the same time, it is an activity that most need to do on a regular basis if you want to sustain sales motivation.
The biggest reason sales professionals are not more successful in this necessary endeavor is because they fall back on the defense …

Getting Customers To Tell You What They Need!

Susan Couslin Blog Leave a Comment

Most salespeople get so frustrated when a customer answers our questions with “I don’t know.” So the sales person is not sure of what those customers’ needs are since they can’t get the right information from the customer.
 
The best way I found to help overcome this is by asking short questions. We all can recall far too many times when …

Are Businesses Overlooking Sales Managers Training?

Susan Couslin Blog Leave a Comment

As a sales & marketing strategist and executive sales trainer I have had a front row seat for sales training outcomes and keeping an eye on the statistics for training.  As sales training investments trend to increase upwards, I am sure you will want to know where to place your focus when it comes to training.
According to Training Magazine’s 2015 …

How to Avoid the Roller Coaster Cash Flow!

Susan Couslin Blog Leave a Comment

You can avoid the roller coaster cash flow in your business by having a good sales foundation.  A good sales foundation consists of understanding the sales concepts and applying sales strategies which will create long lasting prosperity!
 
Building your sales foundation starts by creating the perfect environment to have prospects open up to you.  Cut through all the noise and connect …

3 Objections and What They Really Mean

Susan Couslin Blog Leave a Comment

As many experienced sales people know, the toughest aspect of any sales position is overcoming a buyer’s objections.  Mostly all sales calls are met with at least one objection.  Your goal as a sales person is to have a convincing response to these roadblocks standing between you and that buyer.  The best way to do that is to be prepared.  …

5 Steps to Generate Sales Ready Leads

Susan Couslin Blog Leave a Comment

With most companies the marketing team will generate leads for the sales team, so they can follow up and prospect the lead.  A percentage of these leads become opportunities and customers.  This process works well if you have leads, but what if you don’t have leads?
Are you facing a lead generation dry spell?  If so, the first step you want …