My Favorite Closing Line

I was giving a training today and emphasizing the importance of directing the sale, assuming the deal, and leading the prospect through the close. As I did, I reminded the team of closers of my very favorite closing phrase, and one that has literally made me millions of dollars in my career. When you get […]

Work on One Thing a Week to Get Better

It’s mid-July, and I’d like to ask you a question: How much better of a sales rep are you today than you were in January? Can you identify the areas you’ve improved in and measure their impact on your closing rates? If you’re like the vast majority of sales reps (or sales teams), the answer […]

How to Struggle Less, While Making More Sales

Jeffrey Gitomer tells a great story about how he once bet a client his entire training fee on whether there were more than eight objections their sales team got on a regular basis. The client, sure their sales cycle was more complicated and therefore required more advanced closing techniques, considered the bet: If the sales […]

Inbound Leads: Slam Dunks or Looky-loos?

What is a sales person’s dream? An inbound lead. Someone has found your company, responded online or sent an email, and wants to know more about how you can help them. A slam dunk deal, right? Not so fast… If you’ve been fielding inbound leads for a while, then you’ve probably noticed something: Not all […]

Simple Habit to Improve Sales Today

Someone once said, “First we form habits, and then they form us.” And in sales, this is especially true. Here’s a quick example from a new client I’m working with now: At the end of speaking with current accounts, the habit of the sales team is to ask: “If you need anything, please give me […]

Metrics—Which One is Most Important?

Feeling a little overwhelmed by all the new sales tracking technology that seems to come out every month (almost every week)? If you’re like most companies, then you’ve probably got enough technology in place to measure just about everything: talk time, conversion rates, number of demos being given, lead flow and lead placement in the […]