The goal is to make the follow-up a continuation of the positive purchasing experience. Starting a conversation that gets customers excited about their purchase all over again can lead to a referral to a friend who might be looking to…
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…
Understanding Your Clients Strategically shortening your sales cycle has nothing to do with making more phone calls but everything to do with understanding your audiences and their situation. During a prospecting call the other week we came across the question…
By letting go of the old model of closing and embracing the sales approach of helping others with their buying decisions, you open the door to selling more. Stop Trying to Close More Sales Some salespeople close sales by accident.…
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…