Fairytale Customers Don't Exist Unfortunately, only in a Disney movie does Sleeping Beauty live happily ever after. In the real world, passively waiting for clients to court you and give you business is a sales strategy doomed for failure. Are…
“Buy Today” Discounts Don’t Make People Buy, But “Buy Soon” Discounts Do Primary sales urgency is created by the need or want to own the product bases on how that product will benefit the customer or provide a solution…
How To Open A Prospecting Call Besides being very busy, your prospects probably get a lot of sales calls every week, and many of them from your direct competition. So why would they want to talk to you? What can…
How to Make Your Emails Stand Out Want to get your emails returned? Who doesn’t… Many of us would settle for just getting our emails read! Let’s face it: prospects get hundreds of emails per week and there is a…
Email or Telephone: Which one do you use more for prospecting? The question should not be the number of people you can contact. The question we need to be asking is, “What is the number of people I can close?”…
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…
Cold Calling C-Level Executives When calling into the upper “C” suites, assess their mood and circumstances at the time of the call quickly and match it with your tone and conversation. This will give you your best chance at getting…
Most Sales Presentations Miss The Mark Most salespeople fail to deliver great presentations. Use these six techniques to deliver engaging sales presentations and stand out from your competitors. What Makes a Great Sales Presentation, Anyway? At a recent industry conference,…
What Value Really Means To Your Prospects and Customers Your customer is looking to increase THEIR sales, THEIR customer loyalty, THEIR employee loyalty, THEIR productivity, THEIR morale, THEIR profit, and to have no problems. Are those the values you bring to…
7 Habits That Will Improve Your Initial Meeting Conversion Rates Planning and practicing are key elements for success...If you plan, practice and execute these habits for improving initial meeting conversation rates proactively, you will generate more sales qualified opportunities and…
Prospects Not Replying to Your Emails? The idea is to connect with your prospect on a personal level and invite them to take action, not convince them that you’re part of a faceless organization. Be sure that your message focuses…
Selling Is Not Just Customer Service Selling is about digging in and working with customers to help them see needs they didn’t realize they had. Selling is not about sitting back and taking orders based on what the customer wants.…