Social engineering means talking to people other than your prospect in order to gather information to help your prospect. Use social engineering and you will make your prospecting calls much smarter! Buyers today expect salespeople to have done their research.…
Here are four things that you can do to ensure that you retain more clients and increase your prospecting success. Wouldn’t it be easier, and certainly faster, if all we had to do to get what we want was to…
If staying connected is so important, why doesn’t everyone stay in touch? Did you meet an interesting individual at the last networking lunch? Or, maybe you were recently introduced to someone at a neighbor’s party who could very well be…
Many salespeople need to develop an emotional intelligence skill called reality testing. This is the ability to see things as they are rather than how you would like them to be. You met with the prospect and thought you ran…
No one likes to be sold to and no one likes to hear a sales pitch! However, people do like to be engaged, listened to and helped. The other day I was driving in the car with my eleven year…
In today's marketplace, relationship selling continues to be the best way to increase sales. After all, client engagement levels are the steps within relationship selling. Your phone rings and a potential customer asks you if he or she should register…
On this podcast episode Jeb Blount and Brandon Bruce, COO of Cirrus Insight, discuss how to get the most out of the modern CRM.
People buy from people they know and trust. Do your customers trust you, your products, and your services? Gallup’s recent annual Governance poll revealed that Americans' distrust for mass media (at 43 percent) continues its four-year decline and it at the…
When small business owners, C-suite executives, and crazy busy salespeople start focusing on the competition, they are missing incredible and powerful opportunities to increase sales. Earlier this month, I had the opportunity to speak at two events. In both presentations,…
Being your personal best is your invisible business card. Is your sales strategy based upon relationship selling? Then how can you leverage relationship selling to increase sales? The answer lies within you. Why Relationship Selling Works Relationship selling is becoming…
Part of the reason so many small business owners are crazy busy is because they are not 100 percent forward-thinking leaders. “We don’t have a budget as much as we need to take this action.” This statement or what is…
Having patience is giving the client their space, while at the same time being proactive to help them solve their issues. It’s not being aggressive, but assertive. It’s nearing the end of the fiscal year and you’re $50K away from…