Don’t confuse your sales role with role-playing. Role-playing sends most sellers running for the nearest exit. Everything Terry was taught about sales reinforced the idea that he had to be, “larger than life,” or
Not being interested in a service is very different from not being qualified. Sales professionals need to do their research. The other day I got a connection request from LinkedIn. The person’s profile was
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
