Leverage Friday afternoons for phone calls to people you haven’t been able to connect with or with prospects who are tied tightly to a competitor. It happens every summer. The number of sales appointments that get cancelled goes up and…
Sales Myth: If I provide great customer service I will never have to prospect Sure, that sounds great. Providing great customer service is what every company and salesperson feels they need to be doing. The sales myth is the more…
First, get over the fact about how you don’t want to text somebody because it may cost them. If that’s your reason for not texting, then you are a member of the flat earth society! Those days are long gone…
These are from my new book, High-Profit Prospecting. Here are 10 rules you need to follow when emailing prospects. 1. Use email as one prospecting strategy. Email is not the only prospecting tool. Relying 100 percent on it will only…
Sites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively. In my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to know. Here are 5 mistakes far…
The only asset you have that is in limited supply is your own time. When a slow customer takes up too much of it, you lose. The time you’re spending with them is preventing you from moving on to another…
Managing Year End Goals We’re quickly moving into the final quarter of the year and it’s time to make sure resources are allocated to ensure the year’s goals are achieved. Too many times, sales teams wait until it’s too late…
So you now own an iPad or other type of tablet and you're wondering if you should use it on a sales call. Here are 6 quick rules to consider: 1. Don't use it just because you have one. Who…
Not making any money off of a customer goes beyond your commission or bonus. It's the bottom-line profit your company is not making because of the customer. No salesperson is going to intentionally go out and find unprofitable customers, but…
It's much easier to move on than dwell on the past, and I'm a firm believer that dwelling on the past doesn't do anyone any good. If you want to damage your sales motivation, go right ahead and dwell all…
By thoroughly understanding the customer’s PTR, you will be able to effectively price your product and/or service. Pricing too low means you leave profit on the table; pricing too high means you don’t get the order. There is no magic…
Your objective as the salesperson is to get the customer to share with you at least three reasons they need what you’re offering. One of the three should be time sensitive. The customer’s time-sensitive need will allow you to close…
