There are five personal attraction strategies you can use to keep things fresh for yourself and your prospects: email, letters, postcards, personal networking and of course, phone pursuit. No doubt about it, prospecting can
It’s when we humble ourselves and admit we could do better and continue to push our activities, efforts, and risk for being humbled that we find the greatness we can really achieve. I cringed
In Malcolm Gladwell’s book, The Tipping Point, there is a story about Paul Revere and the immense influence he had. People knew him. People recognized him. When the needed to get the “word out”
Want to build rapport quickly and get people to like you more? Notice, and bring up similarities. You can easily find out some useful info on a person’s LinkedIn profile or company bio if it’s
One of the questions I am frequently asked is, “When is the best time to make calls?” I’m always hesitant to answer this question, simply because I never want to give prospectors and new
Focus on the customer first and the sale second. In doing so, you will close more sales as you build stronger relationships through likability and trust. Remember sellers, your focus should be on your
Take time to think about your own listening skills and how they contribute to, or dilute, your personal sales effectiveness. I lost my voice in 2012. The combination of a viral infection and an
What’s wrong with focusing on your sales process first and your sales philosophy second, or just ignoring the whole thing? It’s all about the results you want vs. the results you will get. Have
Poor time management is the biggest challenge for new sellers. Your most finite resource as a sales professional is time. In our business we work with salespeople and sales managers of all levels. Recently,
