I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is: “Learn the rules like a pro, so you can break them like an artist.” You’re probably wondering what that has to do with sales, and it’s simple: Most sales reps’ […]
Sound Like a Professional in 2020
How good (or bad) does your sales team sound when prospecting over the phone? Have you recorded and listened to their calls lately? On Friday, (Jan 3rd), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?” Rep: “Ah, could I speak to the owner […]
Happy Holidays!
Just a quick holiday greeting to all our readers: We hope you have a very merry Christmas (if you celebrate), and a wonderful and safe New Year. It’s our pleasure to post a tip once a week, and we sincerely hope it helps make your selling careers easier and more enjoyable. Just remember: “Sales solve […]
3 Secrets to Reaching Your Financial Goals in 2020
Now that December is here (by golly, half over…), it’s time for me to solidify my goals for 2020. I always balance my goals in all areas to maximize my growth both as a person and as a professional. I have goals for health that include a targeted lifetime eating plan (vegetable based); goals for […]
Avoid this “Ghost” of Christmas Future
When was the last time you read the classic book: “A Christmas Carol,” by Charles Dickens? If it’s been a while, I highly recommend it. Dickens is a superb storyteller, and there is a reason this is a “classic.” While reading this, it reminded me of an encounter I had that was a chilling reminder […]
“Can You Email That to Me?”
What’s the number one blow off/stall prospects use these days? “Can you email that to me?” They aren’t saying no, but they are still getting rid of you, aren’t they? And unfortunately, chasing down busy professionals—especially people who don’t want to be followed up with—will make reaching these prospects very frustrating… The solution? Be prepared […]
The Only Black Friday Sale that Matters
It’s that time of year again–the time when every company has a black Friday sale. I’m going to make this easy for you: We’re offering just one product on sale–the best product we have at the lowest price it has EVER been offered. It’s my bestselling 5-CD Series: “How to Double Your Income Selling Over the […]
How to Handle: I looked it over and not interested
Don’t you hate when this happens? You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and… Right out of the gate, they won’t even give you the chance to pitch them! The good news is that this […]
A Better Way to Upsell
So, here’s what happened last week: I bought a new car and called a local window tinting franchise to get it tinted. The owner answered, quickly took my credit card for the top tinting package, and then attempted to upsell me to his high priced “car wrapping” package (basically a full body protection package). The […]
How do You React to Adversity?
Sales—and life—can be hard at times. In sales, you face a lot of rejection, daily, and yet you need to persevere and overcome in you want to succeed. In life, too, there is adversity and things don’t always go your way. The question it: What is the secret to dealing with life—and sales—when situations don’t […]