Holly Katko

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Sales Training – Objection Handling – 4 Steps

As a sales consultant, one of the most common topics I am asked about with Sales Training is to help with is Objection Handling. Sales Training Objection Handling is one of those areas where EVERYONE wishes there was a magic bullet that would just MAKE the client want what you have to offer. There is a Magic Bullet! Wait for it!.....it’s called Trust! I know it sounds way to simple right? But it certainly is not. If you break trust [...]

Sales – Ask “High Gain” Questions

When you’re in a sales environment, be prepared with at least five high gain questions for five areas where you’d like to have additional information about the client and their company. Use those high gain questions to develop qualifying information that will clarify the client’s needs and how you can help. Develop the relationship. If you are selling in a business-to-consumer environment, prepare yourself with the questions that will enable you to understand what the customer’s needs are and how [...]

About Selling – Thoughts Become Things

Thoughts become Things. Which has so much to do with sales and selling. That is why the magic of closing deals is so simple. Simply if you can see it then it will happen. This is called “assuming the sell.” If you can’t see it, IT won’t happen. The more you believe the more it will be …you get my drift. When I talk to a potential new client, I never think of them as “potential new client,” I think [...]

Leadership – Steps to Understanding

This is the first step to stronger Leadership – Understanding Yourself. So many times as new managers we are promoted into a position because of our excellent performance in another area. What we don’t understand is...

Sales – Creating the Sell

In sales, many times we hear the terms, advancing the sell, the value proposition, high gain questions, and many other terms for simply YOU creating the sales opportunity.

What is Sales?

What is Sales? In this video on sales, Holly Katko takes you to the true meaning of sales. Find out how simple your next sell can be. What is another word for sales? Help. Helping someone or an organization get to the next level.

The Third of Three Leadership Skills – Cultivating Future Leaders

3. Cultivating Future Leaders
We will look at finding and cultivating leaders. First you want to target who your new leaders are going to be. The question becomes how do you do this?

The Second of Three Leadership Skills – Collaboration

This is the second of Three Leadership Skills:

2. Collaboration
It is now time to help your individual team members collaborate. This is probably one of your biggest jobs as a leader and manager...

Three Leadership Skills and How to Use Them

This is the first of Three Leadership Skills:

1. Inspiring a Vision
Why is there a company vision? The vision is a broad statement that aligns your company’s services with your clients’ needs. Your leadership skills are necessary to bring this vision alive for each of your employees. This is why...

Leadership: Two Ways to Grow Leaders in Your Team

First we want to make sure we pick the right candidates and sometimes this is a difficult task. We have a tendency to choose leaders from those individuals that are excelling at a particular job. You might say “Well, Holly, that’s pretty logical, why...