If you’ve been looking for a way to hit or exceed your annual quota, qualify for President's Club, or simply earn a bigger paycheck or bonus, focusing on helping business owners reduce their tax burden by investing in your product,…
On the surface, you’d think that “selling” and “asking” go hand in hand. In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because they’re afraid of rejection, worried about coming across as pushy, or…
Learn how to sell more at the end of the year by helping small and medium-sized businesses (SMBs) reduce their tax bill while making strategic investments in their company on this Money Monday episode of the Sales Gravy Podcast. If…
In this episode of the Sales Gravy Podcast, I highlight a key sales opportunity as we approach the final stretch of the year. There is no doubt that this has been a strange year, right? With the election, inflation, and…
Closing the Sale When You Get Ghosted When you get ghosted by buyers it can be crazy frustrating, especially when you feel you are right on the cusp of closing the sale. We’ve all got a pipeline full of them:…
Negotiating Mistakes That Could Kill Your Deal Most salespeople are required to negotiate with their prospects and customers. But let's face it, today's consumer and corporate buyer is much more aggressive when negotiating the terms of a sale. Unfortunately, many…
Pain Motivates Buyers to Act A universal and timeless truth is that pain is a greater motivator than pleasure. Therefore, to compel prospects to buy from you, sell the pain. “So, what exactly is it that you sell?” This is…
Closing the Sale Meets the Modern Buying Journey When your sole focus is on closing the sale rather than helping your buyer, they sniff this out, it turns them off, and you are more likely to lose than win. The…
Sales Closing Rock Stars Focus on Customers Not Quotas Start paying more attention to your customer needs, pains and problems and start solving their issues and challenges you’ll find you no longer have a closing problem. The Secret to Closing…
Closing the Sale Should Not Be Hard Closing the sale is easy if you follow your sales process and gain commitments along the way. Sales managers are always asking me for help teaching their salespeople closing techniques. Essentially, they are…
The Two Opposing Sales Philosophies After years of pursuing sales as a serious closer, I grew into what I refer to as an "of service" sales professional. While I'm still all about closing deals, today I go about it in…
How You Open Your Closing Calls Might Lose You The Deal I'm going to share with you one of the easiest and most effective ways to close more business. And it all starts with what you say when you call…