Ever had a client or prospect never get back to you?
If you’re in sales, then I know it’s happened to you (or is happening with several of your clients or prospects right now).
If you have ever find yourself in a place where you’ve qualified a prospect, sent information to them on your product or service, [...]

Many sales reps send me emails asking the same thing, “How can I sell against my competition and win the deal?” They tell me it gets more and more difficult as there is always someone who has a similar product for less money, or who can offer their kind of service with more bells and [...]

I talk a lot about the techniques that separate the Top 20% of the money earners from the other 80%. As you know, my Ezine is dedicated to providing you, often word for word, with the exact tools, tips and strategies that you can use to become a Top 20% producer. And today I’m going [...]

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 [...]

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 [...]

I get a lot of Ezine topic requests each week, and the majority of them are requests for different questioning techniques to use during the qualification stage. I?m glad to see these requests because it means people understand the importance of identifying and then spending time with buyers.
I’ve written many feature articles over the years [...]

What?s one of the biggest differences between the Top 20% and the bottom 80%? The bottom 80% are still using stale, phony techniques that don?t work, and they are still trying to trick the gatekeepers and assistants as they try to get to the decision maker.
All this does is identify them as another pesky sales [...]

Last week I was speaking with a new prospect who had called in to inquire about one of my inside sales training programs. I went over her needs, matched up my training to fit those needs, gave her the price options and then closed on dates.
And that?s when I got the old stall, ?Well, [...]

I don?t have to tell you that times are hard for companies these days. And that means hard on you, the sales rep, too. Now when companies tell you that they don?t have the budget, you really believe them, don?t you?
Well not the Top 20%.
Top 20% producers are still making 80% of the sales because [...]

When I talk to people about goal setting, I’m often surprised by their reactions. A lot of people tell me that they haven’t gotten around to setting life-time goals and identifying their values and coming up with specific, measurable bench marks, etc…
They tell me that goal setting takes too much time and energy, and that [...]