Want to know a little secret?  One of the most powerful techniques you can use to ensure your immediate and continued success is to stay focused on what you want – and all aspects of that – and not to give in to worry, doubt, or to the temporary circumstances that might be happening right [...]

If you are a business owner or sales manager responsible for getting your team of sales reps to make their numbers or achieve sales quotas, then I feel your pain. If you’re like many of the sales managers and owners I work with, then I know you’re being pulled in many different directions. You’re busy; [...]

Of all the brush-offs, ?Just send some information? is one of the most common and deceiving of all. ?But they didn’t say no,? 80% of sales reps will say. ?Maybe after they see my information, they’ll become interested," they think.
Yeah, right. And maybe I’ll buy the winning lottery ticket today.
If your information did [...]

Last week a closer shared this situation with me – she was asking for the order from a prospect when he announced that he had done some research and found that a competitor had a lower price for the same service.
He said that if she could match the price then he would go with her [...]

There are all kinds of questions a sales rep can ask — closed-ended, open-ended, directive, etc. — but none are more valuable than the assumption question.
While 80% of your competition use closed ended questions ? ?Are you the decision maker on this?" only the Top 20% use and understand the proper use of the assumptive [...]

A few weeks ago, my neighbor put in a new driveway using beautiful paving stones that dramatically improved the look of his property.
Comparing my old asphalt driveway, I quickly went over to one of the installers and asked for an estimate. ?You have to call our office," he explained as he gave me their business [...]

How much time and money do you devote to your company’s sales pipeline? Think about the resources, the software, the meetings, the forecasting, the managing and measuring you do, and the time and effort you give it. If you’re like most CEO’s or VP’s or sales managers, your sales pipeline is your life blood. It’s [...]

If you?re in a selling situation where you get to call back leads that have expressed an interest in your product or service, then consider yourself lucky. Whether they come from traditional advertising sources or from the internet, inbound leads save you the time, effort ? and often the terror! ? of cold calling. While [...]

One of the most common brush-off’s inside sales reps get all day long is the “I’m not interested” response from prospects they are cold calling (or even calling back).  The reason this is so common is because it works!  Most sales reps – 80% — haven’t a clue how to deal with it, and so [...]

So many times our prospects aren’t really interested, but they either don’t know how or won’t come out and tell us.  Instead they will say things like, “Go ahead and send me the (information, brochure, demo) and I’ll take a look.” Or, “Put that quote in writing and send it to me.”

When a Top [...]