First – if you’re asking, “What should I do with my life?”; know that you’re not alone. People all over the world; from various industries, with different incomes, and that come from different cultures; literally ask themselves this exact question every day. Human beings quickly become comfortable...
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Depending on your business model, your sales cycle will differ depending on the type of products or services that you sell. However, industry and geography aside; is there a better sales cycle model to follow than the traditional model? We believe so. In this article, we’ll discuss: What...
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Effective sales management training can be the difference between keeping your Sales Managers performing at the status quo or reaching new heights that’ll leave the competition behind. But what should you include in your sales manager training? What core and fundamentals modules should be in all effective...
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Sales incentives can be an excellent way to show your appreciation when your sales team not only meet quota; but work hard to exceed it. Depending on your business type, you maybe limited to using money only as a form of a sales incentive. Fortunately, although money...
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The feel felt found method is popular in the world of sales, because it can be an effective technique to overcome sales objections, without breaking rapport. So, what exactly is it? How does it work; and how can you use it correctly? In this article, you’ll learn why...
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Client vs customer – is there really a difference? This is a great question, and one that definitely deserves attention. The reason why it’s an important question to ask, is because depending on how you label those who buy from you, can make a big difference in...
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If you look at companies that perform very well with their sales teams versus those that perform averagely – the difference usually will be the better company has a sales enablement strategy in place. Sales enablement is crucial to your staff’s success, and in this guide,...
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Knowing how to consistently close a deal is one of the most important things to learn in sales. Without consistent sales; it’s difficult to plan and forecast, because you’ll constantly be in feast and famine mode. The way in which we teach how to close a deal,...
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In sales, positioning yourself as a trusted advisor can mean the difference between having ‘an OK’ sales career – and absolutely thriving in your industry. So, what is a trusted advisor; and how do you position yourself in this way to your potential clients? In this article,...
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If you’re in sales, you’ll eventually come across a gridlock situation – this is where negotiation tactics can play a hand and create a win, win situation. Using negotiation tactics can help you get to your ideal outcome, and also help your client walk away from...
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Our mission at The 5% Institute is to teach, empower, and serve Sales Professionals and Business Owners around the world – which is why we created our training program for sales improvement. The 5% Sales Blueprint; our training program for sales improvement, is a 100% online...
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Hiring the right sales people is critical for your business; in this article, you’ll learn the best interview questions for sales hiring success, so that we can help make the task a little easier. We’ll categorise our best interview questions for sales hiring in the following...
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Selling services can sometimes feel a bit harder than selling other product types. Generally, when selling services, you’re selling the invisible; an intangible outcome or result of some kind. Compared to that of a physical product – people can see, hear or feel what they’re buying. That’s why...
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In this article, we’ll detail a step by step process for overcoming the ‘I need to think about it’ objection. Many people teach to use exact scripts and the like; and although you may think this has merit, it’s more important to dissect where the ‘I...
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Having great leadership in sales is extremely valuable, because it’ll help you with your communication, influence, and of course management skills. Although sales roles make up a large part of most countries’ employment, you’d be surprised to know (or perhaps aren’t) that leadership in sales isn’t...
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Selling strategically is a smarter way to sell, because when done correctly – it’ll single you out from your competition in a good way. In this article, you’ll learn what selling strategically means, as well as our five tips to help you close more sales and...
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If you’re new to a role, or perhaps you’ve just made a new hire – you may be familiar with a concept called the 30 60 90 Day Plan. So, what is the plan and how does it work? And how do you effectively write it out? In...
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If you’ve been in sales for a while, you’ve probably heard different types of sales terminology, like outside sales vs inside sales. So, what is the difference between outside sales vs inside sales? It’s important to know the difference if you’re building a sales team, and also...
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Quotes about personal growth can be an excellent tool and resource to inspire you to take things to that next level. The reason they work so well, is because it helps you realise that if others can pursue through hardship – then why not you too? These...
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Sales forecasting is one of the most important activities you can do as a Sales Professional or Business Owner. But what exactly is sales forecasting – how do you do it correctly, and what are its benefits? In this article, we’ll look at what sales forecasting is,...
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Many Sales Professionals make common mistakes when selling IT services. They often get down ‘in the weeds’ of specifics and technical talk, and a lot of the time use jargon – which further confuses your potential client, preventing them from taking action. So, what’s the best way...
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The sales pitch is a crucial part of the sales process, and one that you need to get right! Making a mistake while delivering your sales pitch can mean the difference between closing the sale – and breaking rapport and starting all over again. In this article,...
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Sales Professionals and Business Owners alike should focus on the success of their customers; and depending on your business size, you may require a Customer Success Manager. So, what exactly is a Customer Success Manager? And what are their roles and responsibilities? In this article, you’ll learn what...
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Sales blogs are an excellent way to up skill your sales education, because you can quickly navigate and read up on a specific area you’d like to enhance. However – like many other Sales Professionals and Business Owners; you’re most probably strapped for time and want...
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An important skill to learn that’ll help you dramatically if you’re selling products and services, is the ability to close on the phone. In this article, you’ll learn five important tips to help you close on the phone more effectively, and more consistently. Read on to learn...
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In the world of business and sales, there are so many terms and definitions – so what is account management? And what are the benefits of account management? In this article, you’ll learn what is account management, as well as what are the benefits of having account...
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If you’re involved in B2B sales, high ticket B2C sales, or consultative selling; one of the common scenarios you’ll most probably come across, is negotiating on price. Discussing price and money is an important part of the sales process, and one that you do need to...
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In this article, you’ll learn 8 x tips for selling more effectively, so that you can close more consistently and effectively. These tips for selling are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting an option...
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You’ve probably heard of the term selling a solution – but what does it actually mean, and how do you do it correctly? And finally – is selling a solution enough in today’s competitive marketplace? In this article, we’ll look at what selling a solution means, whether...
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So, you want to be a high ticket closer? High ticket closing is becoming very popular in the world of sales, and for good reason. Being a high ticket closer can have some pretty awesome benefits. In this article, we’ll explore what a high ticket closer is, the...
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Learning how to shorten the buying decision; also known as how to hack sales, is an important concept to learn if you want to win more clients. In this article, you’ll learn the recipe and framework required if you wish to hack sales and streamline your...
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In this article, we’ll explore five consultative questions to help you close that sale – without being pushy. Prior to looking at the questions you can ask to help you close that sale, it’s first important to cover the sales process you’ll need to use prior. If...
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One of the most critical parts of sales training, is learning how to ask for a sale. Without the close; your discovery call and everything else after may be wasted time, so learning how to ask effectively is critical for consistent sales. In this article, you’ll learn...
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Positioning in sales is very important if you want to stand out from the competition, win more sales and serve more people. But how does effective positioning in sales work? What is it – and what strategies and tactics can you use to position yourself in a...
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Outbound sales are an effective sales prospecting strategy; specifically, for people in the B2B space. Depending on who you speak with – some people will say that outbound sales is no longer relevant, and it’s all about inbound sales in today’s day and age. This isn’t completely...
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Qualifying sales leads is one of the most important tasks of the sales process. The reason qualifying sales leads is so crucial in sales, is because by doing so correctly you’ll save a ton of time, energy, and potentially money. In this guide, you’ll learn the importance...
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If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is enacting a complex sales process. But what exactly is a complex sales process? And what steps should it include? In this article, you’ll learn what a...
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In this article, you’ll learn about our online sales training program; which will be perfect for your hotel sales training needs. Many sales training programs focus on specific scripts; or are very niche and boxed in to the point that they don’t transfer across multiple service-based...
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Investing in Realtor School and becoming a Realtor / Real Estate Professional can be an excellent career move for many. Not only is it very lucrative – but for many Realtors, you’ll have the flexibility of working different hours, and meeting a variety of people and...
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In this article, we’ll detail the 8 step sales process that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales. A sales process...
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In this guide, you’ll learn the 7 step sales process that has worked absolute wonders for our Students and Sales Professionals all around the world. Learning and following a sales process would have to be the most important thing you’ll ever learn in sales, because it’ll...
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In this article, you’ll learn about our online sales training program; which will be perfect for your radio sales training needs. Many sales training programs focus on specific scripts; or are very niche and boxed in to the point that they don’t transfer across multiple service-based...
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Word tracks – they’re regularly taught in sales training programs and are used plentifully by Sales Professionals in all sorts of industries. But do word tracks work? And if not, what should you be doing instead? In this article, you’ll learn whether to use word tracks when speaking with your...
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Positive sales quotes can be useful to motivate your sales team, or even inspire yourself if you’re feeling like you’re in a bit of a sales slump. There are various reasons as to why positive sales quotes can have a beneficial impact: They can inspire you...
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In this article, you’ll learn about our online sales training program; which will be perfect for your outside sales training needs. Many sales training programs focus on specific scripts; or are very niche and boxed in to the point that they don’t transfer across multiple service-based...
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No matter your role or employed position within a business; coaching skills are extremely valuable to have. If you’re working with others, your communication and influence skills will be key; and enhancing your coaching skills can help you with this. By making a conscious effort to learn...
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At The 5% Institute is to teach, empower, and serve Sales Professionals and Business Owners around the world – which is why we created a premium advanced sales training course. The 5% Sales Blueprint; our advanced sales training course, is a 100% online delivered sales training...
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In this article, you’ll learn about our online sales training program; which will be perfect for your pharmaceutical (pharma) sales training needs. Many sales training programs focus on specific scripts; or are very niche and boxed in to the point that they don’t transfer across multiple...
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If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is the presence of your B2B sales process. But what exactly is a B2B sales process? And what steps should it include? In this article, you’ll learn...
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Fun sales training games can be a great way to break up your usual sales team meetings, because it allows your Sales Professionals to enhance their personal development in a lighter way. Team meetings can sometimes feel a bit stale and repetitive. Although this is completely normal,...
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A goal setting workshop can be an excellent activity to run with your team. When done correctly – it will have everyone motivated towards the same goals and align team members to be on the same page. But where do you start? How can you ensure your goal...
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In this article, you’ll learn about our online sales training program; which will be perfect for your mortgage sales training needs. Many sales training programs focus on specific scripts; or are very niche and boxed in to the point that they don’t transfer across multiple service-based...
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Learning, and then implementing account management best practices can have an excellent result and impact on your overall sales efforts, and relationships with your clients. In this guide, we’ll detail our top five account management best practices that have brought excellent results for our students –...
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Sales call reluctance is something that everyone will most probably feel from time to time; especially if one of your prospecting activities includes cold calling. There are various reasons as to why you may be feeling sales call reluctance; from not knowing what to say, to...
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In this article, you’ll learn about our online sales training program; which will be perfect for your HVAC sales training needs. Many sales training programs focus on specific scripts; or are very niche and boxed in to the point that they don’t transfer across multiple service-based...
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In this article, you’ll learn about our online sales training program; which will be perfect for your life insurance sales training needs. Many sales training programs focus on specific scripts; or are very niche and boxed in to the point that they don’t transfer across multiple...
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Although sales training topics will vary depending on your industry; there are a few that remain tried and tested and proven to generate the best return on your time and investment. Your sales training topics should be engaging, involve all your team members, and most importantly...
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If you’re selling a product or service face to face; be it with in person consultations, MLM or in a group environment – then direct sales training may be perfect for you. In this article, you’ll learn: What direct sales training is Why the old sales...
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In this article, we’ll share five good sales techniques we encourage you to use regularly, so you can close sales more effectively, and in a non-pushy manner. The reason we’ve called these good sales techniques, is because they can give you excellent results with very little...
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Sales objections scripts – they’re regularly taught in sales training programs and are used plentifully by Sales Professionals in all sorts of industries. But do sales objections scripts work? And if not, what should you be doing instead? In this article, you’ll learn whether to use sales objections...
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People, Process, Product – these words made popular by Marcus Lemonis and CNBC’s The Profit, have become synonymous with business success. But what does the People, Process, Product statement mean? And more importantly, how can you use the People, Process, Product methodology to build a business to...
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Sales consulting can be a very lucrative career and business choice and is only going to increase in popularity as more people move into consulting roles due to business technology disruption. But what is sales consulting? And could sales consulting possibly be the right career choice for...
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A key factor that separates most Sales Professionals from the 5% who dominate their industries, is that they’ve learnt how to close deals consistently. If you want to close deals with ease – you’ll need to learn; and then more importantly take action on what you...
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Solution selling is a commonly used phrase in the world of sales; but what is it, and how does it work? Solution selling when done correctly can be an excellent approach and compliment your sales process, however it only works well when practiced correctly. In this article,...
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If you want to thrive and succeed in business, exceed your goals and ambitions, or perhaps even your career; you need to stay ahead of the curve. Future planning is an important part of strategizing, because it can allow you to focus on what’s working, and...
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Sales training for Managers is crucial for not only your Managers success – but also for their reporting sales staff too. Sales Managers require sales training for a number of reasons; it helps them have the knowledge to train their staff, ensure consistency is followed within...
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The 'flashy salesman' - it's a common persona that's given the sales profession a bad name. And by flashy salesman – I mean someone who sticks out or is remembered by their potential clients for all the wrong reasons. In this guide, you’ll learn why you want...
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Sales competitiveness can be something commonly found within sales teams; and although it can have its benefits; it can also be detrimental if not monitored correctly. Naturally, sales competitiveness can find its way within your sales team – people can be ambitious and competitive, and there’s...
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The sales discovery call is one of the most important parts of the sales process, because it can be the difference between starting a new relationship with a client or revisiting the process for a new potential client. But what is a discovery call? And what should...
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In this article, we’ll explore ten actionable steps that'll teach you how to improve your sales. Prior to going into and learning the content – we do have to stress an important point. If you want to improve your sales – more important than just learning the...
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The 5 P’s of marketing is a popular and effective topic taught to Business Owners and Entrepreneurs looking to increase their sales, and close more clients. But what are the 5 P’s of marketing? And how can you utilise the 5 P’s of marketing correctly to ensure...
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One of the more important things you need to learn to be effective at communicating with staff, management, potential clients and even the people around you – are your strategies for communication. Some people are natural at communicating, however this doesn’t necessarily mean it’ll come naturally...
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Coaching for sales improvement and success is one of the key and fundamental tasks that Sales Managers and leaders should concentrate their efforts on, because the rewards can be incredible. According to studies, coaching for sales improvement can improve a Sales Professional to achieve quota by...
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Our mission at The 5% Institute is to teach, empower, and serve Sales Professionals and Business Owners around the world – which is why we created our online sales training course. The 5% Sales Blueprint; our sales training course, is a 100% online delivered sales training...
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Just like there are laws that govern everything around us; from nature and science, to business and the workplace – there are also laws of selling and in sales that must be carefully adhered to. The laws of selling dictate fundamental rules that need to be...
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One of the best ways to improve your sales conversions, is by implementing a sales strategy based on question based selling. Question based selling is highly effective, because instead of assuming what your potential client may be interested in; you can ask questions and get the...
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Cold calling incorrectly can potentially harm your sales efforts – which is why in this article, we’ll teach your how to cold call correctly to help you with your sales efforts. In this article we’ll cover what cold calling is, how to structure your cold call,...
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In this article, you’ll learn a variety of words that sell in both your sales conversations, as well as in writing. The type of language we use; both in our conversations with potential clients, as well as what we write for our ads are very important,...
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High ticket closing is a popular niche within sales that many Sales Professionals are moving towards, because when done correctly – it can be very profitable. But what is high ticket closing; and what is the step by step system needed to make your high ticket...
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Engineer to sales; no matter what new role you may be taking up in the sales world, this can be a bit of a career change. However, if you put in the hard work that got you to become an Engineer in the first place, continue...
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Investing in yourself is one of the most important, and smartest things you could ever do with your income. Although there are various ways you can invest your time and money; investing in yourself can be one of the most profitable; for reasons we’ll explore in...
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Finding your potential clients pain points is a crucial part of the sales process, because if you can’t find what they are; it’ll be a lot harder to close the sale. Many Sales Professionals and Business Owners go about their sales conversations the wrong way. They generally...
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Making a great first impression in your sales conversations is key, and in this article, we’ll look at ten questions to ask a potential client to help you with this. Although there are various questions to ask a potential client; we’ll be looking at it with...
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Cold canvassing is a common phrase heard in business and sales circles; but what is it, and how does it work? In this guide, you’ll learn what cold canvassing is, how it works, its drawbacks, and whether cold canvassing would be useful for your business or...
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Are you tired of missing sales opportunities? You may have an awesome product or service; but if your potential clients aren’t seeing the value in this, it ends up in frustration and of course – lost sales. In this article, we’ll explore five key factors to learn...
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Learning topics surrounding the psychology of sales can have a massive impact on your closing rate, because quite frankly – you’re selling to people. Although many people read and learn about sales topics that are logical; the emotional is just as - if not more important. That’s...
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One of the most influential and persuasive skill sets you can learn, is the art of how to sell anything in your face to face sales conversations. By learning how to sell anything; you’ll never have a problem generating an income again – as long as...
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Professional sales skills are a must learn if you want to be reach the top 5% of your chosen industry in selling. By professional sales skills – we mean skills that’ll position you as an authority and separate you from the competition. It’s not always easy; you...
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Overcoming objections in sales conversations is a very important part of the sales process, and something you’re most likely to come across – even when your potential client is eager to buy. So how should you go about overcoming objections in sales? In this article, we’ll explore...
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There are people all around us who fit the status quo; and then there are the peak performers. Those people that seem to always be positive, stay driven, and just get so much done. So what are peak performers? Peak performers are people who are positive, identify and...
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You probably have a fantastic product or service and now it’s time for people to know about it; how do you penetrate the market successfully? How can you effectively get your product or service in front of people you want to work with, and that would...
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What is key account management? And what is the difference between key account management and sales? Then there is key account management and strategic account management – what is the difference? In this article, we’ll be exploring this, as well as how to ensure you execute a positive...
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Value based selling (AKA value selling) is an important mindset and approach if you’re involved in consultative selling, because it can be the difference between positioning yourself as a specialist or looking like another commodity. Many people go into their sales conversations with the wrong approach. They...
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Sales probing questions are a crucial part of the sales process and can be the difference winning the sale, or getting another “I need to think about it” objection. There are various kinds of sales probing questions; from learning how they buy, to handling sales objections...
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Sales negotiation is a hot topic for Sales Professionals and Business Owners, because its something that literally can ‘make or break the deal’. Given its importance; Sales Professionals and Business Owners who directly sell their products or services, can become nervous when its time to negotiate. That’s...
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Sales Performance Management is a regularly brought up topic in sales meetings and strategic papers; but what is it, and why is it important? What are the benefits of having a Sales Performance Management system, and what should it entail? In this article, we’ll look at what...
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What is the real definition of selling? Is it what we’ve come to know from movies such as The Wolf of Wall Street, Glengarry Glen Ross and Boiler Room; or is it something completely different? People have various opinions and perspectives on what the definition of selling...
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Starting a career in sales? First of all; congratulations! When done correctly, sales can be a very exciting and lucrative career choice. So where do you start, and what should be your first priority? In this article, we’ll give you five tips that have helped other Salespeople starting...
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Sales consultant training is crucial for not only new Sales Consultants, but also for seasoned consultants who want to refresh their sales process, and even learn new skills and ideas. Consulting can be a very lucrative career; because if you know your industry and craft well,...
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Selling luxury real estate when done correctly, can be an excellent and lucrative career. The contacts you make and the people you serve can potentially help you for many years to come; not to mention, may have some terrific referrals for you too. So how do you...
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BANT is a common acronym in the world of sales and is a great methodology and framework to qualify your potential clients. In this article we’ll look at where BANT originated, what it stands for, as well as break down each part of BANT for you...
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A Sales Consultant is a very popular career choice, because it can potentially be a very lucrative and financially rewarding career. Based on your positioning, knowledge and experience, you can literally get paid to give advice – and who wouldn’t want to do that! So how do...
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Sell me this pen is a line made famous by the movie The Wolf of Wall Street. In the movie, Belfort (played by Leonardo DiCaprio) leans in and asks someone to sell me this pen. When the person starts presenting, he gives them a look as...
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How to manage a sales team; this is probably a question you’d be asking if you’re new to a Sales Leadership role, or if you’ve inherited a sales team that has room for improvement. As someone who has been running business’s for well over a decade,...
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Does that make sense? This is a common question used by Sales Professionals and Business Owners, just before they transition to a new section of their sales process; whether it be asking questions or presenting. But does the “Does that make sense” question actually work – or...
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Sales closing tips should be something light, easy to remember, and able to be executed with ease. If you’d like to learn how to close more sales; you’re in luck, because that’s what we’ll be covering in this article! Many sales closing tips are quite old school...
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Spin Selling is something you may have come across from time to time, as it is a famously known acronym in the world of sales. But what is Spin Selling; what are the steps, and is it still useful in sales today? In this article, we’ll explore: ...
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Effective sales presentation tips – when executed correctly, this can be the difference between closing the deal, or getting another “I need to think about it” objection. Your sales presentation should be consistent, and something you can do confidently knowing that there’ll be a high chance...
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Whether we know it or not, we are always communicating with the people around us. We have our verbal communication, our non-verbal communication – and our formal or informal communication. That’s why it’s important that before you go into your next sales presentation or negotiation, you dress...
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Online sales training software is an efficient, effective and excellent way to train your sales team in the art and science of selling. Sales training gives your Sales Professionals the ability to learn and improve their sales techniques, sales process, and communication skills – all in...
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Innovative sales training techniques are important in conjunction with your sales training sessions, because you need to ensure what it taught is implemented effectively. Repetitive, old school sales training can become boring, or no longer effective in today’s marketplace. Using innovative sales training techniques with up to...
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Sales training activities, exercises and games are a great way to make your usual sales training sessions fun, enjoyable, and easier to remember. When sales training activities are fun, there’s a better return on your time spent. As per conducted studies, Neurologists have found that fun activities...
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Sales coaching is an important and useful part of a Sales Managers role, because there is a large number of benefits that come from coaching and mentoring your staff. Some useful benefits of sales coaching include building confidence, getting clarity on your goals among your obstacles,...
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The law of attraction is a popular belief among many people all over the world; in various countries, speaking different languages, and of course in different industries and businesses. But is it real; and specifically, for us to explore in this article – is the law...
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Best sales books; with so many articles, which one's should you focus on reading? Personal development, such as listening to informative podcasts, business and sales related audio books, and sales training should be a part of your daily activities if you want to succeed and win...
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Hunter vs farmer: chances are that you’ve heard this sales analogy before, but what does it really mean? And which one of the two is the best strategy to increase your leads, sales, and overall profit? In this article, we’ll look at what the hunter vs farmer...
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Leads vs opportunities – what are they, and what’s the difference between both? Getting your leads vs opportunities mixed up can be a confusing exercise and affect your sales prospecting efforts. In this article, we’ll look at what’s the difference between leads vs opportunities, and how to...
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Strategy selling, also known as strategic selling; is the step by step system you put together to serve more qualified clients and win more sales. There should be numerous parts to focus on when strategy selling; from your overall arching sales and marketing plans, your prospecting...
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Best practice sales tips and guidelines are important for your business, your sales team, and of course for you to follow daily, because when implemented correctly; they can have a profound impact on your performance. In this article, we’ll be looking at eight best practice sales...
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Questions are an excellent way to win sales – because when asked correctly, they achieve three distinct outcomes for you. First of all – they identify if the potential client is qualified or not for your offer. By qualified, I mean can they afford your offer, fit...
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Always be closing – a phrase made famous by the 1984 movie Glengarry Glen Ross, is a popular term is high pressure sales teams all around the world. Also known by the acronym ABC, always be closing means you should always have the intent for closing...
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Cross selling is when you offer a complimentary or paid product or service to your clients, when they buy one of your other products and services. So how can you effectively implement cross selling as a part of your sales strategy, and what is the difference...
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Buyer personas are a common topic amongst Marketers and Business Owners alike; but what exactly are buyer personas; and how does it help your sales and marketing efforts? In this article, we’ll look at what buyer personas are, why they’re important, and the various steps you...
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Overselling in sales is a common mistake Sales Professionals and Business Owners make when speaking with their potential clients; and can in fact be something you accidentally do without knowing it. But what is overselling; and why does it hurt your sales? In this article, we’ll be...
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Sales slump's are a common occurrence for many Sales Professionals and Business Owners. We’re all human – and that means that occasionally we’re all going to feel unmotivated. So now that we acknowledge that they’re normal – what do we do next? How do we pull ourselves...
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Building value in sales conversations you have with your potential clients is a must if you want to successfully close more prospects. But how do you build value and a need for your products or services? In this article, we’ll look at why you should be building...
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Trial closes are a popular topic in sales training meetings and circles. However; what exactly are they, and do they still work in today’s day and age? In this article, we’ll explore what trial closes are, the importance of using trial closes during your sales process, and...
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Tie down sales techniques are one of the commonly proposed sales techniques that came out of the 70’s and 80’s. Made famous by Speakers from that era such as Tom Hopkins, they served as a key ingredient and a part of your everyday sales conversation toolkit. Do...
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Sales training is an important ingredient when you’re building a sales team that’ll perform time and time again. But how do you measure the impact of sales training? Whether in person or online; there are so many different types of sales methodologies to choose from. In this...
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Selling skills are a much needed and required asset in today’s busy landscape, due to level of and amount of competition in the marketplace. The difference between landing clients for life and making a meaningful difference to your business’s bottom line - or being just another...
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Change in leadership? One of the common changes that can bring about anxiety and insecurity within an established team, is when new management enter the business. So how should you handle a change in leadership? Should it always be a cause of concern, or should you just go...
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Is cold calling effective today, or is it a complete waste of time? In today’s landscape, there is so much talk of cold calling being dead due to the activity being abused by spammers and telemarketers who rent lists. So, the age old question is what should...
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As Michael Jordan famously said, “Talent wins games, but teamwork and intelligence win championships.”. Team selling is a powerful opportunity when used correctly and can bring great results to your business and sales efforts. But what is team selling? And how does it work? In this article, we’ll...
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A common issue many Sales Professionals face when conducting their sales interviews and question sessions, are that they don’t follow a process that gives them consistency. Add into the mix that many have been taught to use outdated scripts; and you potentially have a recipe for...
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NEAT Selling ™ is a step by step sales process and guiding principle, created by the Harris Consulting Group and Sales Hacker. In this article, we’ll look at what NEAT Selling ™ stands for, whether it works or not, and the difference between NEAT Selling ™...
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Building sales relationships and rapport is an absolutely crucial part of the sales process, because it can be the difference between winning the sale, or going back to the drawing board and starting the prospecting journey all over again. Zig Ziglar famously said, “If people like...
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If you’re a new Sales Manager; or perhaps someone wanting a little more insight into effectively managing Sales Professionals, then you’ve come to the right place. In this article we’ll look effectively managing Sales Professionals, in an easy to understand manner. There are plenty of tips...
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Online sales training is a new and effective way to up-skill your staff (or yourself) in the most up to date sales principles. Although in person sales training is also very valuable; online sales training comes with its own set of benefits that is making it...
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As a startup Entrepreneur, you are full of hope, drive, and ambition to create something you know will not only benefit your ideal audience – but create awesome income and meaning for your life too. However, as the days, weeks, and even months go on; you...
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Sales scripts are a popular topic in weekly training sessions, sales training programs, and of course in various sales and marketing books. But do sales scripts actually work? And more importantly – have new consultative ways of selling killed off the premise of using exact sales scripts...
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The difference between general Salespeople and Sales Professionals that seem to excel in sales; no matter what they’re selling – is their ability to follow the best practices for sales. As the famous saying goes, “How you do anything, is how you do everything”. This demonstrates that...
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One of the common objections Sales Professionals and Business Owners regularly face, is the comment “Your price is too high” – also known as the price objection. In this article, we’ll look at where the price objection comes from, when you should start talking about price...
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Social selling is a trendy word you’ve most probably heard on social media, books and podcasts, or maybe even around the water cooler. But what is social selling? And is it just another buzzword; or is it here to stay around for the long haul? In this article,...
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Trust in the process, or trust the process is a common quote that you may have heard or read. But what does it mean exactly? And by learning what it means; how can you unpack it in a way to affect and help you in your business,...
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If you’ve been cold calling long enough, one of the common objections you’re most likely to hear is the send me some information objection. In this article, we’ll dissect why people say this objection in the first place, and secondly how you can handle it in...
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No matter what industry you’re in or how long you’ve been in sales; we all go through sales slumps from time to time. The fact that you’re reading this article is a good sign, because it demonstrates that you either want to better your sales performance,...
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Cold calling can be an effective way to get in touch with your ideal clients, because it allows you to cut through all the noise and get in direct contact with the potential decision maker. Cold calling does have a bit of a bad reputation; but...
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You may have an awesome product or service; but without knowing how to it get in front of the right potential audience – you’re not going to have much success. An effective way in crafting how to do this, is putting together something called a marketing...
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Whether you’re a Business Owner or Sales Manager; if you’re going to grow your team you’re going to eventually hire staff who can sell your products or services. As a part of the hiring process, you’re going to want to hire the most capable people, with...
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Although many Salespeople focus on learning the latest closing techniques; the most important part of your sales process by far is the art of asking the right sales discovery questions. Sales discovery questions open dialogue with your prospect to discover pain, their biggest desires; and help...
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Your sales targeting (also known as account targeting sales strategy), is one of the more important parts of your marketing and sales efforts. The reason it’s so important is because it’s crucial to get your product in service in front of the right prospects and potential...
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High ticket sales have always been a popular choice for seasoned Sales Professionals, because of the earning potential. More importantly, high ticket sales open gateways of potential that aren’t necessarily always available when selling lower priced, commodity type products. In this article, we’re going to look...
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Many years ago, my partners and I owned a website design and marketing business. Although we ended up selling it as its height of success, there were times when business was definitely gloomy. To fix my business, I spent thousands upon thousands on coaching programs and...
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Whether you’re an absolute stud performer or fairly new to your sales role, it’s completely natural that your sales motivation will dwindle from time to time. The reason being is we get stuck in our day to day activities of prospecting and speaking with potential clients;...
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Due to the competitiveness of business in today’s world, it’s becoming more and more demanding that Professionals and Business Owners are equipped with the right sales training. Online sales training is particularly attractive, because it allows you to be able to access sales training in places...
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The 5% Institute is a Perth based Sales Training business, designed to help your sales team win more sales and make a bigger impact. We specialise in teaching Sales Professionals and Business Owners how to sell without using pushy, outdated tactics; and instead by using our...
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There are generally two question types; close ended, and open ended questions. This article is in relation to asking questions during your sales conversations and sales process. To learn more about what kind of questions you should be using, continue reading on below. What Are Close Ended Questions? Close...
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We regularly hold sales training sessions with our clients, and some of the feedback we often receive from them is that their sales meeting topics can be boring or stagnant. A lot of what they go through is the same; week in and week out. We give...
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Referrals are a great way to get leads for your business, product or service; that's why in this guide, you'll learn how to get referrals in a non pushy, yet effective way. The reason why referrals are great, is because one of the hardest things to...
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A few years ago, I came across the quote How You Do Anything Is How You Do Everything; and my thinking was never the same. What stuck out about this particular phrase, is that it helped me internally self-reflect about what was happening in my life,...
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The ‘I’m Not Interested’ Sales Objection is a common one for Sales Professionals; especially if you’re doing a lot of B2B sales calls. In this article, we’ll look at why they respond with this; and what you can do to handle it. The I’m Not Interested Sales...
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One of the most important parts of the sales process, is getting agreement from your potential clients during your sales conversation; or sales process. A way that you can effectively do this, is by using something called assumptive close questions. In this article, we’re going to look...
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We’ve trained Students all around the world; and many of them come from businesses that are selling insurance. This ranges from public liability insurance, home or business insurance, life insurance and much more. What we’ve found is by implementing these useful tips, you’ll be able to sell...
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Often, you’ll find that high performing sales professionals will be promoted into sales manager roles. Although at times this can be a wise idea – however; it can also without intending to, backfire if the new sales manager isn’t aware of what training they need...
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Whether you’re a business selling directly to customers, or perhaps even other businesses; the chances are high that you’re going to need to speak to them on the phone. Speaking and selling effectively over the phone is crucial if you want to win more clients and...
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You’ve probably heard the age old saying – “People do business with people they trust, know and like”. I believe that not only does this still ring true in today’s world, but it does today even more-so. How To Build Rapport In Sales So how do you...
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If you’re a Real Estate Agent, Realtor, or Real Estate Broker, then you’ve come to the right place. In this article, we’re going to share with you the step guide on how to increase sales in real estate. We’ve broken this guide down into two phases;...
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At times, sales can be a daunting activity. You may be lacking in getting leads, or perhaps you’re speaking with people- but you’re just not getting their business. When you’re asking ‘Why am I not closing sales?”, it can be for a number of reasons. We’re going...
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Closing questions are a widely searched topic within the world of sales. As you read various articles, you’ll find that there is quite a variance of styles that people use and teach. In this article, we’ll be covering the five types of closing questions to use...
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Having the right sales mindset is crucial for sales and business success. The reason being is your mindset lays the foundation in which you build your knowledge, skills, and experience. With the wrong mindset, you can do all the training in the world, but you may...
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If you’re new to sales, you may be struggling with the idea about how to sell in person. Meeting new people every day – from different backgrounds and different personalities may seem daunting. In this guide, we’re going to show you a step by step process...
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Sales quotes to motivate your team can be a great motivational tool; but only when it is used correctly. The problem with sales quotes is that they sound great and may give you a great ‘motivational caffeine’ hit, but unless you explore the meaning behind the...
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A common question Sales Professionals and Business Owners have, is what is consultative selling; and should it be something I use as my sales process? First of all, let’s dive a little deeper with an example. What is Consultative Selling – and should you be using it? Picture...
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Sales prospecting methods can be confusing for Sales Professionals and Business Owners. However, whether you’re in B2B or B2C, sales prospecting should be a part of your daily activities. One of the reasons why Sales Professionals don’t do it daily, is because they either don’t know the...
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If you’re a Sales Professional or Business Owner, you’re going to come across sales objections from time to time. Knowing how to handle sales objections is important, because it allows you use a step-by-step process to understand, empathise, and defuse the objection. However what we’re going to...
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One of the most powerful tools you can have in your sales toolkit, is the ability to ask open ended sales questions. Most Sales Professionals and Business Owners have a flawed sales process; they start by building a little bit of rapport, and then go into...
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As a Sales Trainer, the number one question I am asked is how to close more sales. Just like the diet pill extravaganza that we see on infomercials, people have been lead to believe that there is a quick fix to close the deal. Sorry to break...
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Looking for sales meeting ideas can be quite daunting at times; because you want your sales meetings do be valuable and insightful, rather just another meeting your sales staff need to attend. Below is a list of eight sales meeting ideas that are worth doing to...
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Over the years, I’ve trained thousands of Sales Professionals and Business Owners, and I often find the same thing missing in their sales approach - they're missing a sales process / selling process. They usually ‘wing it’, and aren't follow a step by step structure. By sales...
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Sales leadership is a crucial, yet often ignored topic. Some people say great leaders are born, but that couldn’t be further from the truth. Great leaders – especially relating to sales leadership (or how to be a great sales leader); comes from training, and being taught through...
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A question many Businesses and Sales Managers will ask, is do you need an online sales training program? And the reason they ask this training is, that it comes with different opportunities to traditional in house sales training. Let’s explore it in more detail. Do You Need Online...
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A common question Sales Professionals and Business Owners may ask themselves is how do you get motivated for sales? It may seem like an easy to ask question, but if you’re not getting the results you desire consistently – day in and day out, it can...
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An Account Manager can be a tough job at the best of times - especially if you want to increase your sales. With so many different responsibilities, it’s important to know where to focus the majority of your time to ensure you stay effective, and...
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If you regularly read sales blogs, watch sales videos or perhaps have undertaken sales training and courses, a famous learning you would have come across is selling features and benefits. Usually – Sales Professionals will meet with a potential client, and then present their product or...
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One of the most important factors for a Sales Professional or Business Owner; and probably in-fact the most important factor of them all, is being able to be consistent in achieving your specific goals and outcomes. Discipline in sales. An often overlooked, yet very important ingredient if...
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Whenever I’m running a sales workshop, one of the questions I like to ask the audience is what are the two types of competition in business? The answers I generally get back are the other types of businesses they are directly competing with for their potential...
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Whether you’re a Business Owner or Sales Professional, you’ll know the importance of being able to drive traffic to your website, landing page or whatever else it may be to offer value, generate leads - and also sales. I’m going to show you below 3 ways...
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One of the common objections Sales Professionals and Business Owners come across is the “Let me think about it” objection. If you’re unsure of the let me think about it rebuttal, this objection like a deer looking into the headlights – can stop you dead...
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A lot of sales training out there teaches you about the tactical – how to sell someone, or the step-by-step process to help a person make a buying decision.However not many cover the psychology behind why people invest and buy in the first place.This is...
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Your sales process may slightly differ depending on what you’re selling; this could be by product, price of what you’re selling, and of course – your type of preferred client and your target market. Although we have our own unique sales process called The 5% Sales...
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The sales tip this week, isn’t just something that’s working right now; this is a tip that’s evergreen – meaning something that’ll serve you for life - and that tip is, ‘Not all clients are equal’. Not All Clients Are Equal Be careful who your serve and...
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Imagine for a second that you’re the Captain of your ship. You have people that rely on you – all aboard. You know where you need to get to, however you don’t have a map. Perhaps you may even be blindfolded. Now if you were a passenger – would...
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A common question I regularly am asked is what you should say when your potential client tells you, “I'm already working with someone else…” If you’re not sure what to do here, this can easily derail the conversation – and perhaps the opportunity to help your...
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Overcome sales objections; if only you had a guide, right? Today I want to share with you something that when implemented; will massively scale up your sales. In fact - just by practising and executing this, will do your sales conversations absolute wonders. This is just one of...
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If you’re a person who’s not mediocre and wants to ensure you reach your targets consistently, you’ll need to learn how to set goals correctly. There are various reasons you should learn how to set goals the right way. Below are just a few benefits of what...
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"I need to speak to my partner about this first, and I'll get back to you"...
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Today I want to share a quick tip with you that isn’t hard to implement, yet will give you a massive advantage among your competitors. Today I want to share a quick tip with you that isn’t hard to implement, yet will give you a massive...
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One of the more common questions I am asked by my Students is sales objection handling. Ranging from money, to ‘needing to think about it’, there are all kinds of objections you’ll come across when having conversations with your potential clients. Below I’ve outlined a simple process...
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Anyone who knows me well knows I’m big into Social Psychology. History is another passion of mine, however that’s a topic for another conversation. Like a moth to a lamp, I’ve always been drawn to and in awe of learning about what makes us tick; why are...
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When speaking with prospective clients, good questions can have powerful results. Good questions open up your potential client’s mind to what will happen if their problem is solved, why they need to take action towards solving their problems, and of course understanding why your product or...
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When it comes down to writing persuasive sales letters, blog posts or social media ads, you need to ensure you’re using powerful and persuasive words that’ll have a person want to take some course of action. Now no doubt effective copywriting is an art in its own...
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Whether you're in Real Estate, a Coach, or Small Business Owner or Consultant, one of the regular objections that you'll probably often hear is "We're already working with someone else". Now firstly, a lot of people trying to sell a product or service at this point...
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