It’s been a challenging year with Covid, and as cases skyrocket it seems as if it could be a rough winter… With the holidays and the end of the year just around the corner, I think it’s time to give your attitude a boost. I want to share with you one of my all-time favorite […]
Black Friday: On-Demand Training on Sale First Time Ever!
Want to make more sales? Then learn and use better sales techniques. It’s really as simple as that. And today, I have an easy way for you and your team to do that: Get access to the Best Inside Sales Training available anywhere and save 20% for the first time ever! (Save hundreds of dollars […]
One Simple Technique to Learn Buying Motives
(Image courtesy of All Ear Plugs https://www.allearplugs.com/) Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? What? You don’t take notes? How about using your Mute button? Are you actively doing that? (If not, start using it today: search my blog to read […]
How to Avoid Call Reluctance
Nobody likes rejection, and fear of being rejected, of being unsuccessful, is what causes sales reps to avoid picking up the phone; it causes them to send emails instead of having a conversation with prospects. The solution to this is to reframe rejection. And here’s how—answer this question: how many calls do you need to […]
I looked It Over and We’re Not Interested
I’d like to revisit an objection and give you, once again, the scripts to deal with it. I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back. Here are three proven scripts you can use the next time your prospect tells you […]
Are You Still Asking: “Is this a good time”?
The debate of whether to open your calls asking, “Did I catch you at a good time?” or “Is this time still good for you?” (for presentation call backs), is alive and well—unfortunately. I still receive emails asking me whether to ask this or not. Some swear by it, while others never use it. So, […]
A Better Way to Follow Up
Photo Credit: gambelino.com/my/ If you begin your follow up calls like this: “Hi, I just wanted to see if you read the email I sent you?” Then you’re going to want to read this post all the way through and adopt a better practice way of opening your follow up calls. Couple of reminders before […]
How to Overcome the Email Stall
What do you say when you get this stall while prospecting? If you’re like many sales reps, you accept it and become a willing participant in the follow up chase that ensues. And you know how frustrating that is. Let’s face it: This blow off is just a variation that prospects have been using for […]
One Question to Close More Demos
How many of you hold your breath at the end of your demo? Wondering if the prospect is sold and/or what they’re going to do next? If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling… Remember: You can’t close an unqualified lead. Yet that’s […]
3 Easy Ways to Better Listening
When you open your mouth, you close your ears. We all know the importance of listening to our prospects and clients, so why are we doing so little of it? Simple—salespeople love to pitch, to tell prospects of all the features and benefits, and to find the one selling point that might make the difference. […]