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Every salesperson faces difficult periods, but your response to these challenges defines your long-term success. This candid exploration of sales resilience provides practical strategies for navigating the inevitable ups and downs of sales performance.

We begin by acknowledging a fundamental truth: tough months happen to everyone. Whether due to seasonal business cycles, market fluctuations, or simply following an exceptional performance period, sales slumps are normal. The difference between top performers and others lies not in avoiding these downturns but in how they respond.

One particularly powerful strategy we examine is revisiting previous leads that weren't fully closed. As the great Zig Ziglar noted, "People don't change their minds, but they can make a new decision based on new information." Through a realistic role-play scenario, we demonstrate exactly how to approach past prospects with something genuinely new and valuable while validating their previous decision rather than making them feel wrong.

Beyond tactical approaches, we delve into the critical mindset components of resilience. Your feelings directly influence your behaviours, which ultimately determine your results.

Perhaps most importantly, we challenge the limiting effect of target fixation. By shifting focus from arbitrary numbers to delivering genuine value in every customer interaction, you not only serve customers better but often achieve better results naturally. Remember - customers don't care about your targets.

Ready to transform how you handle sales challenges? Visit realitytraining.com to discover how our training programmes can help your entire team develop the resilience needed for consistent long-term success.

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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Still opening with “Can I help you?” or “How are you today?”. It might be doing more harm than good.

In this episode of The Reality is Sales Training, Bob and Ann explore why the most common ways to begin a sales conversation often fall flat – and what to do instead.

Whether you’re speaking to customers in person, over the phone, or through digital chat, your first ten seconds can shape the entire interaction. From more natural openings to smart ways of showing you’ve done your research, this episode gives you practical ideas that build real engagement and credibility.

You’ll learn:

· Why greetings like “How are you today?” often feel insincere

· How to open in a way that feels natural and gets real responses

· What a small shift in your opening line can do for first impressions

· Tried-and-tested examples that work across industries

If you want to improve the way you start conversations and set the tone for better outcomes, this one’s worth a listen.

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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Ever had a sale slip through your fingers just as you thought you had it in the bag?

Maybe the customer seemed interested but hesitated at the last moment and you weren’t sure what to say next. Closing can be the trickiest part of a sale – so how do you do it well without feeling pushy?

In this episode, we’re discussing the art of closing with confidence. We’ll break down some of the most effective techniques, like the Elmer Wheeler Close, which helps you respond instantly to customer queries, and the Puppy Dog Close, which taps into emotional connection to make a sale feel like a natural step. We’ll also explore why trust is key – because when customers feel like they’re making the right decision for them, closing isn’t a battle, it’s a smooth transition.

So, if you’ve ever found yourself stuck at the final hurdle, wondering how to turn interest into action, this episode’s for you. Tune in now and learn how to close deals in a way that feels good for both you and your customers!

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.