Don’t Cause Eyes to Roll
Sometimes salespeople do some pretty thoughtless things that make people roll their eyes. Your prospects might not roll their eyes–they just might think that they should. I can promise you that they’re not going
Sometimes salespeople do some pretty thoughtless things that make people roll their eyes. Your prospects might not roll their eyes–they just might think that they should. I can promise you that they’re not going
Winners focus on what will go right, not what will go wrong, losers see the sand traps around every green, winners see only the greens—go for the pin! Last week after speaking at a
The one powerful question everyone in your company needs to answer correctly is: What do we do FOR our clients? Aligning everyone in the company to answer one question can do more for your bottom
If you’re going to go to all of the trouble to engage with the prospective client in the process of changing and potentially buying from you, then there is no reason to take half
At the end of the day, you want to make things as easy as possible for the prospect, not turn them into your admin. Last week I received an email from a very friendly
Stop calling, stop emailing, stop begging for one more meeting and stop acting desperate. Dump them and move on. Instead of chasing prospects who don’t want to be caught, invest you time in prospects
Choosing which one to employ depends on what you’re trying to accomplish. Once you’ve made that determination, the decision is easy. I frequently recommend using lead generation, and then in the next breath mention
Too often we get so focused on what we produce or deliver, that everyone in the company loses sight of the real value of the product or service. Aligning everyone in the company to answer one question can
During business hours, unplug the automated answering system. Answer phones the old-fashioned way. Consumer frustration with automated telephone systems, call screening, and poor telephone skills are at an all-time high. So high, in fact,
