Ask direct, specific questions that require your prospect to either commit to what’s next, or that get your prospect to reveal that the sale might not go through (I know you hate to hear that, but it’s better to find…
The point is that most people spend time worrying about not hitting their goal and concentrate a lot of time thinking about the things that could go wrong, while Top Performers in any industry or sport are thinking only about…
So many people still ask me what the secret to successful goal setting is, so I thought I’d share with you one of the basic principles of goal setting. The most effective way to set goals is to start by…
I don't know about you, but I'm sick and tired of hearing about how bad the economy is. The truth is, many parts of the economy have stabilized and many sectors are on the rise. In fact, I'm excited about…
A Top 20% closer is an expert at asking questions, layering those questions, questioning the red flags, etc., and at the end of a prospecting call or presentation, they call can tell you exactly where the prospect stands. I've always…
So here's the scene: Large corporate sales convention in the company's training center in Washington State; over 250 sales reps flown in from all over the country; Sales directors, V.P.s, sales managers all running around stressing over the schedule, quotas,…
