Sales Training Seminars, Workshops & Keynotes by Don Cooper, The Sales Heretic™ | Denver, CO

Top Ten Prospecting Mistakes Salespeople Make

Don — Wed, 12 Jun 2013 16:24:06 +0000

For most salespeople, professionals and business owners, the sales process begins with prospecting. And yet, too often, we unwittingly sabotage our prospecting efforts. If you don’t have the number of quality prospects you’d like, chances are you’re making one or more of these common mistakes. 1. Not doing it It amazes me how many people [...]

How to Be More Aggressive in Your Sales

Don — Tue, 04 Jun 2013 21:41:31 +0000

Are you losing sales to people who aren’t as good as you are, but go after the sale more aggressively? Do you hold your tongue when you should speak up about your products and services? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eight-minute segment, you’ll discover: • Two [...]

Are You Too Positive?

Don — Wed, 22 May 2013 21:10:30 +0000

If you’re like most salespeople—and most salespeople are—you’re pretty positive. The same is true if you’re a business owner or CEO. You tend to be goal-oriented, you see the potential upside in situations, you take risks in order to seize opportunities, you tend to move toward those outcomes that bring you pleasure and satisfaction. As [...]

Four Beliefs That Are Crippling Your Sales

Don — Wed, 08 May 2013 18:23:41 +0000

If your sales aren’t as strong as you’d like them to be, there’s a good chance your belief system is a big part of the problem. Specifically, there are four beliefs that are pounded into us—by well-meaning but misguided people—which hamstring our ability to sell effectively. Listen to my appearance on Breakthrough Business Strategies Radio with Michele [...]

Great Thoughts on Sales, Business and Success VII

Don — Thu, 02 May 2013 21:14:46 +0000

Great quotations can enlighten, educate, entertain, even embolden. Here’s another round of my favorites. “Selling is our No. 1 job. Never get away from selling a lot of merchandise personally. The more you sell the more you learn.” —James Cash Penney “Business opportunities are like buses, there’s always another one coming.” —Richard Branson “The [...]

Six Directions for Growing Your Sales

Don — Wed, 24 Apr 2013 20:31:57 +0000

How would you like two hours of free consulting with six of the smartest strategists in business? Do you think that would help you boost your sales? That’s what Michele Price was thinking when she brought together six of us for an episode of Breakthrough Business Strategies Radio so powerful, it was deemed a “Staff [...]

59 Ways to Agree with Your Customer

Don — Thu, 18 Apr 2013 00:40:32 +0000

Whether you’re building rapport with a new prospect, negotiating the fine points of a big contract or working to resolve a customer problem, one of the best things you can do with your buyer is to agree with them whenever possible. Agreeing with customers helps to reassure them that you’re actually on the same side, [...]

The Problem with Relationship Selling

Don — Tue, 09 Apr 2013 21:58:49 +0000

The term “Relationship Selling” has become a cliché. Sales speakers and trainers throw the term around as if it’s a panacea for poor sales performance. There’s a problem with the cliché of relationship selling, though—prospects don’t actually want a relationship. That’s not what they’re there for. A relationship might develop, but that’s not their goal. [...]

Six Things You Need to Invest In to Boost Your Sales

Don — Tue, 02 Apr 2013 20:34:10 +0000

Sales isn’t easy. And there’s no magic bullet for success. If you want more sales, you need to make investments in a variety of areas. Which areas, precisely? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eleven-minute segment, I discuss three specific resources you need to invest and six areas to [...]

Stop Selling What People Don’t Care About

Don — Tue, 19 Mar 2013 22:35:14 +0000

I was meandering through a store recently when I came upon a display for a new electric toothbrush. The biggest, boldest words on the signage and the packaging were “New Quadpacer Mode!” I thought to myself, “Finally! I’ve been waiting my whole life for someone to make a toothbrush with Quadpacer Mode! I love Quadpacer [...]