Quick Summary An effective cold calling approach isn't about a slicker pitch — it's about earning the right to a conversation. The five elements below are research, asking questions, listening, honesty, and follow-through. Cold callers who do these stay on…
Sales Closing Rock Stars Focus on Customers Not Quotas Start paying more attention to your customer needs, pains and problems and start solving their issues and challenges you’ll find you no longer have a closing problem. The Secret to Closing…
The Truth About Dating and Sales Dating and Sales both require insight, skill, and discretion to know when people are truly interested. On a recent trip back from New Jersey, I had a conversation with another sales professionals at the…
Before You Promote That Salesperson to Sales Manager... Often, top performing salespeople are promoted to sales manager roles with the expectation that their talent, drive, and success will motivate the rest of the sales team to be just as successful.…
Selling is a “numbers game” myth: Debunked If you still believe that selling is a numbers game, then you are saying that you lack the skills to control the outcome. Improve Your Skills to Change Your Results The “numbers game”…
People close sales. Technology doesn't. Technology can be an outstanding asset to help you close more sales, if you know how to use it correctly. It can also be damaging if you don’t. As a professional or sales person, have…
Change bad habits to create incredible results Failing to remove bad habits can lead to your own demise. Can you truly change? Can you break your bad habits? You can! It's never easy to acknowledge that you may have developed some…
Understanding how to create an impression that stands out is the way to close the sale in 10 seconds or less. Actually, great sales people can do it even faster IF they make a great first impression! Less than 10…
If you don’t like to sell, it means that you are doing it wrong. Stepping in with courage and determination into a sales conversation is the most powerful aspect of your business. The biggest business-destroying, money-depleting lie that professionals believe…
Instead of wasting time figuring out an impressive response, spend time understanding what caused the objection in the first place. Identify what you are doing, or not doing that triggered the money objection in the first place. “I can’t afford…
Stop calling, stop emailing, stop begging for one more meeting and stop acting desperate. Dump them and move on. Instead of chasing prospects who don’t want to be caught, invest you time in prospects who engage instead of run. Have…
You can no longer sell the “old” way to today’s “new” internet empowered consumer. It’s time to move beyond the outdated and tired sales techniques and successfully adopt a social selling solution that increases customer retention, referrals, and revenues. Using…
