How many times do you ask for the sale? Do you ask for it in a round-about, soft way and then give up if your prospect says no? Or do you even ask for the sale at all? How many…
Take Their Pulse Then Close the Deal These questions vary from taking a prospect’s pulse to see if they are with you, to finding out if a benefit you just listed would work for them, all the way to a…
By gaining a working understanding of nonverbal communication, you will be able to reduce sales pressure, build rapport quickly and dramatically increase your sales prospecting effectiveness! The 1960 Presidential Debates between Vice President Nixon and Senator Kennedy were the first…
There must be a way, I thought, to see if a deal can really close by end of quarter without telegraphing the concession and having to give that concession later even if they couldn’t close by end of quarter. And…
Prospects prefer an ally over an adversary. They want more listening and less talking. And they deserve service over manipulation. Have you ever asked yourself what your customers think about closing questions? The fact is, they think about it less than you might…
The unaware salesperson will assume this “no” means “no sale” and move on. Well-educated sales pros understand that this “no” just means, “let’s talk some more.” As a sales professional, I urge you to rethink no. Who knows what buyers mean when…
What if you could increase your sales by 20% or more by doing one simple thing that requires about 15 minutes prior to making a sales call? Would you do it? Would you be willing to spend 15 minutes planning,…
When you’re marketing products or services to businesses, the decision-maker’s main concern is always going to be the bottom line and whether your product or service makes or saves them money. Business productivity is a great topic to include in your sales…
On this podcast, Jeb Blount and MixMax CRO - Don Erwin - discuss Discovery and why this crucial part of the sales process is the real key to closing the sale.
The reason salespeople fail to get what they want is they fail to ask. Instead of asking they beat around the bush and passively wait for their prospect to do the work for them. Asking is the most important discipline…
In sales, we hate it when we've gone through the presentation, answered all the key questions, and covered all anticipated concerns only to have a prospect say something like, "Well Victor, that sounds good; let me go ahead and think…
Stop beating around the bush! If you want something, you have to ask for it assumptively, assertively, and confidently. When you do, the answer is more likely to be "yes".