Your Prospect Is Stalling. Now What? Top producers know a weak prospect when they hear one, and they would much rather know ahead of time who is leading them on and not likely to buy, and who might actually be…
Are Your Voicemails Not Getting Returned? Some cold calling experts suggest that you leave a message when you receive a prospect's voicemail. Unfortunately, many salespeople feel that this is an exercise in futility because most of the time, their prospect…
All Salespeople Use Scripts— Even You Sales professionals who are extremely successful have scripts that they use regularly and that they have honed over the years. Many sales professionals claim that they never use scripts and never would. Many take…
How To Sound Natural Over The Phone If you sell for a living, sooner or later you have to pick up the phone for prospecting, follow up, and sales calls. To be effective, you need to sound natural and confident.…
Prospects Have Objections, You Need to Know How to Handle Them Learning to handle objections is important so that you don’t spend time with prospects who are not going to buy and you ensure that those who are going to…
The Power of the Pause When you pause before you speak, it compels your prospect to listen, open up, respond, and engage. Pausing is one of the best kept secrets to influencing buyer behavior. 7 Places In The Sales Process…
How To Use Texting For Follow-Up When sending a follow-up message to a prospect, use texting wisely and don't abuse it. Here are five examples of impactful follow-up texts that can advance a sale. To Text Or Not To Text…
Long Emails Are Bad Emails These 5 tips will make your emails more actionable and more likely to receive a response so that you can streamline your sales process and close more deals. Why Long Emails Suck They take too…
How To Survive A Summer Sales Slump It can be disconcerting when summer sales are slow. Especially if you feel that you are in a sales slump. These five tips will help you survive the summer and crush the rest…
Leveraging The Prospecting Winds It all comes down to your mindset. Prospecting sucks. But, with determination, perseverance, and the prospecting winds at their backs, they are able to leverage and overcome challenges to close more deals. Prospecting Is A Necessity…
How to Have Better Conversations With Gatekeepers Use these techniques for engaging in productive sales conversations with gatekeepers and you’ll have a better chance of differentiating yourself from the hundreds of other sales reps who are pitching and annoying them.…
3 Key Elements of Sales Fitness To reach peak performance and productivity, sales professionals need to be physically fit, because mental energy is limited by physical energy. Here are three steps you can take today to improve your sales fitness.…