Having leads is wonderful, but if you can't convert these leads into sales, you’re wasting your time, money and energy. The problem begins when business owners are missing the skill that will effectively convert those customers from a sales lead…
The Top 20% producers spend more time disqualifying out the non-buyers and so less time stuffing unqualified leads into their pipeline hoping they will close. Last week I was speaking with another training company about perhaps joint venturing on webinars…
Selling with Emotional Intelligence - Apply it to your business - Improve your bottom line Emotions shape all human interactions. Emotions are particularly important in sales because of the need to engage, understand and motivate customers. Emotional intelligence helps sales professionals…
Lean Forward - Or Walk Away? The purpose of sales is to close business and increase revenue (and profits, too!). While this might be obvious to some, one would be surprised how many sales people actually dance around not understanding…
Don’t let the lies, bad excuses, poor reasons and damaging justifications get in the way of selling yourself and your professional services. If you want to succeed, you must never let these lies leave your lips. Worst Lies Salespeople Tell…
In order to close sales in today’s economy, sales people must be different from the rest of the pack. By being authentic and aiming to understand your prospects, you come off as unique from the majority of sales people out…
Eliminating these costly assumptions will enable you to make better decisions and prevent the breakdowns in communication that act as a barrier to creating desired results, such as more sales. Once this knowledge gap has been closed, you’ll experience fewer…
Would you like a way to become instantly better at closing more sales over the phone? If so, then simply incorporate these "must know" questions into your first qualifying call and you will immediately have better results when you call…
Ideally, closing is not something that sellers do to buyers, it is something that buyer and seller do in order to get the deal sanctioned – to win over all the stakeholders, to prize budget from a competing project and…
Avoid sales urgency because most buyers react negatively to the "opportunity method". Chances are, you’ve all heard a version of it at least once before: “If you really want this one, grab it now, because it’s the last one left,…
Demonstrate your credibility by what you say and by how you conduct yourself. Have the courage to ask tough questions, and have fierce, honest discussions. Seven Steps to Building a Solid Client Relationship The start of any undertaking is…
To build a quality relationship with your prospect, you must sell three things in a specific order. Step one sell yourself, step two sell the quality of your company, and step three sell the value of your products and services.…