Ah, the amorphous, “I want to think about it . . .” At first glance, this seems hard to handle because it’s not really an objection, rather, it seems more like a stall. Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. […]
How to Handle, “Your Price is Too High”
Based on how successful my last blog was on handling the objection: “We’ve Already Got a Vendor for That,” I thought I’d give you another proven response to help you overcome the objections and resistance you get daily. In this case, “Your Price is Too High.” The reason this is such a common objection is […]
How to Handle, “We’re Already Working with Someone.”
I don’t know why sales reps still have trouble handing this typical blow off. They know it’s coming; they get it daily or weekly, yet many still struggle to handle it effectively. . . . The way to not only handle it, but to overcome it is to be prepared in advance with a proven, […]
Overwhelmed With Your Goals? Do This!
Happy New Year! Overwhelmed by all your “to-do” goals? If so, then take a tip from Brian Tracy and do this: Make a list of your top ten goals for the year. Think about what’s most important to you in the different areas of your life and write down ten things. Next, prioritize that list […]
Three New Year’s Resolutions for Improved Sales
2024 is just around the corner. What are your plans to make this your best year in sales ever? Here are three things I did all those years ago that changed my sales career, and my life, forever: #1) For the first ninety days in 2024, make a commitment to listening to at least ONE […]
Avoid this “Ghost” of Christmas Future
Do you remember Dicken’s book, A Christmas Carol? While reading this this December, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago. Here’s what happened: I was on my way to consult with a new client one […]
Sales Lessons from Google Fiber
A few months ago, both AT&T, and then Google Fiber, dug up our street and lawns and bushes to install fiber Internet cable. AT&T then sent a letter announcing superfast speeds and made an offer for first time subscribers. And then nothing from them. Google Fiber did things differently. They also sent out a letter […]
Don’t Be Afraid to Call Back Sooner!
Happy Halloween, everyone! If you want more “treats” than “tricks” when dealing with prospects, then be bold and call back sooner than you are now. I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss […]
8 Inspirational Quotes to Enjoy
Greetings to you on an early fall morning! I hope the changing of the seasons inspires you as much as it does me. 😉 Speaking of inspiration, here are some of my favorite quotes for you to enjoy today: “If one asks for success and prepares for failure, he will get the situation he has […]
Seriously, This Is How You Leave a Voicemail?
Actual voicemails I’ve been receiving lately: “Hi Mike, this is Megan. Can you call me back at (phone number)? Thanks!” And what do I do with these voicemails? Delete. This is one of the oldest poor sales techniques in the world, and it just SCREAMS: I’m cold calling and trying to trick you into calling […]