I was listening to a client’s closing call last week, and when the prospect asked a buying question, the rep answered it and then just remained quiet. What should she have done? What would you have done? The proper technique here was to 1) Answer the question, 2) Get buy in that this was what […]
New Book on Leadership: A Great Read!
What characteristics make up leadership? Are you born with these traits, or can you develop them? How early in life do you know you were meant to be a leader, and how do you position yourself, throughout your career, to express and expand on this calling? And what role does adversity play in either derailing […]
This is the Most Important Qualifying Question
If I asked you what the most important qualifying question was, what would you (or your team) say? Budget? Decision making process? Buying motives? Needs or pain points? These are all important, of course, but they aren’t what—in my mind—is most important of all. And that is: Timeline for making a decision to move forward. […]
Is Cold Calling Dead?
I received an email last week from a real estate rep asking me if cold calling was dead. If you’re wondering the same thing, ask yourself this question: Think about all the times you pick up your phone to reach out to new buyers: those people you see on social media who you think would […]
Sales Advice from Pablo Picasso
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 […]