Are you still ad-libbing a response to the “your price is too high,” objection? This is perhaps the oldest objection in the world, I mean think about it: In ancient Egypt (4,000+ years ago), at the open markets with all the vendors at their stalls selling everything from food to clothing to pots and pans, […]
Cold Calling: Stop Pitching the Gatekeeper
Note on today’s blog post: Due to the many requests I have received for more scripts on selling techniques, I am postponing my series on motivation and awareness. I hope you enjoy today’s cold calling tip. I was talking with a client last week about some of his new employees. He told me that some […]
Why Motivation Isn’t Enough
As the next week rolled around, I was very motivated to meet with my boss and find out what the missing ingredient to performance was. I had spent a few weeks identifying all the things I could do – that I had the ability and potential to do – if I choose to. And during […]
Knowledge is Power – Or Is It?
The week after my first session with my boss was very interesting. I took his advice and began asking myself if I could do a variety of things. Could I actually become the top producer at the company? Could I go back to school and get my PhD? Could I write a bestselling book? Could […]
Do You Have What it Takes?
I remember my first sales job out of college. It was working for a company that sold investments – limited and general partnerships – to high net worth individuals around the country. My job was to make 150 cold calls a day, identify prospects, and then send out a brochure that I would follow up […]
The Missing Ingredient to Top Performance in Sales
Have you ever wondered why some people excel in sales, while others don’t? Have you ever questioned – if most other things are equal, like if you all have access to the same leads, the same sales training, the same number of hours in the day, etc. – why are there always top producers who […]
5 Ways to Get Better at Handling Objections
Want to make 2018 your best year ever? Want to instantly improve your ability to handle the objections you get, day in and day out? (And, by the way, that you’re going to get all year long.) I guarantee you that if you just take the time to follow the step by step advice you’ll […]
From Hero to Zero
Being in sales is kind of like being a professional football player… In football, each result can either be celebrated (or not) for a very short time. If you win the game, you get about a day to enjoy the victory, and then it’s on to the next game where you need to win and […]
Handling the, “I Need to Speak With….” Objection
The holidays are upon us and guess what? The teams I’m working with are still getting the stall, “I need to speak with (my partner, my boss, purchasing, etc.).” Oh by gosh, by golly, you’d think they’d cut you a break at the holidays and just buy all ready 🙂 Here’s the good news: Because […]
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 story teller, and there is a reason this is a “classic.” While reading this, it reminded me of an encounter I had that was a chilling […]