A simple email that thanks them for their time, acknowledges how much you learned and how excited you are to help them will go A LONG WAY to earning you their business. Let me ask you this: If you just…
Take back control of the sales process by learning to eliminate objections and stalls on the front end of the sales cycle. If you don’t, then you have no one to blame but yourself… I was coaching a client this…
Why Cold Calling Isn’t Dead – and Other Myths Debunked! Myth Number One: Cold Calling is Dead A few years ago, when social media and social selling came out (sales 2.0 they called it), there was an almost euphoric sense…
Many sales teams and reps I work with find that the selling process – the prospecting/qualifying call, the demo call, the closing call, etc., all seem to happen very fast. They are often overwhelmed during each of these calls and…
The Top 20% producers spend more time disqualifying out the non-buyers and so less time stuffing unqualified leads into their pipeline hoping they will close. Last week I was speaking with another training company about perhaps joint venturing on webinars…
If you can learn this key difference, you’ll stop fighting with prospects, and you’ll begin setting more appointments. And isn’t that the real objective of an appointment call? If you set appointments by phone, then you know how hard it…
Years ago I learned a technique so simple, so powerful that the first time I tried it I couldn’t believe how effective it was. In fact, at first it was so simple that I found it hard to use! The…
Do not try to overcome the initial resistance you get when closing, instead, be prepared for it and earn the right to present your product or service! So, When is an objection NOT an objection? When it comes at the…
The Right Way and the Wrong Way to Open Your Call Because you only have a few precious seconds to make a connection and establish interest, you’d better have a good opening prepared in advance. Besides being very busy, your…
This Button is so "Easy" I was in Staples the other day and saw their promotion using a little red button that says, “Easy” on it. You know the one? They have commercials on it and essentially whenever a business…
Sales reps have it tough today – not only are their clients and prospects harder to sell, but even their companies have pulled back a lot of the incentives they used to reward and motivate their performance. It started…
Three Techniques to Make Your Sales Training More Effective According to CEOInsights.com, over 48% of inside sales companies surveyed reported that they missed their monthly revenues goals more times in a 12-month cycle than they reached them. Other sales indicators…
