Closing the Sale Should Not Be Hard Closing the sale is easy if you follow your sales process and gain commitments along the way. Sales managers are always asking me for help teaching their salespeople closing techniques. Essentially, they are…
Prospects Have Objections, You Need to Know How to Handle Them Learning to handle objections is important so that you don’t spend time with prospects who are not going to buy and you ensure that those who are going to…
Effective Prospecting Campaigns Beat Random Cold Calls Effective prospecting campaigns have to be more than picking up the phone and trying to reach the person on the list. If they are not well planned, it becomes a pure numbers game.…
What if you could increase your sales by 20% or more by doing one simple thing that requires about 15 minutes prior to making a sales call? Would you do it? Would you be willing to spend 15 minutes planning,…
Why go out and generate leads the hard way? Sometimes you have to, but start with the easiest ways first. Generate leads within your existing customer base. What’s the easiest business you will ever get? Why is it that most…
How do you walk up to a perfect stranger and strike up a conversation that could lead to sales? The first thing is: don’t think about sales. I’d like to get to know you but... I am always telling business…
We all have troublesome customers who take up much more of our time and energy than our other customers. However, we continue to spend an inordinate amount of time on their demands and continue to get aggravated at them (and…
Everyone can learn to network. Salespeople and entrepreneurs need to become expert at it. Do you network effectively in a crowd? Do the time and money you spend attending association meetings and events turn into revenue? Networking is one of…
Loyal customers will take your company to the next level because of their long-term patronage, and willingness to tell everyone about you. I can't imagine any business professionals saying are thinking that satisfied customers are not a priority. We all…
