Have you ever wondered why some people excel in sales, while others don’t? Have you ever questioned – if most other things are equal, like if you all have access to the same leads, the same sales training, the same number of hours in the day, etc. – why are there always top producers who […]
5 Ways to Get Better at Handling Objections
Want to make 2018 your best year ever? Want to instantly improve your ability to handle the objections you get, day in and day out? (And, by the way, that you’re going to get all year long.) I guarantee you that if you just take the time to follow the step by step advice you’ll […]
From Hero to Zero
Being in sales is kind of like being a professional football player… In football, each result can either be celebrated (or not) for a very short time. If you win the game, you get about a day to enjoy the victory, and then it’s on to the next game where you need to win and […]
Handling the, “I Need to Speak With….” Objection
The holidays are upon us and guess what? The teams I’m working with are still getting the stall, “I need to speak with (my partner, my boss, purchasing, etc.).” Oh by gosh, by golly, you’d think they’d cut you a break at the holidays and just buy all ready 🙂 Here’s the good news: Because […]
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 story teller, and there is a reason this is a “classic.” While reading this, it reminded me of an encounter I had that was a chilling […]
How to Get into the Holiday Spirit
Not feeling it this year yet? Regardless of what’s going on, I’ve got a sure way to help you get into the holiday spirit. I call it: “Get into Gratitude.” This is a sure way to get into the holiday mood in just ten minutes! All you have to do is take just a few […]
How to Deal with Other Quotes, Proposals, and Competition
The only thing worse than getting the competitor stall at the end of your presentation (something like, “Well, we’re looking at other quotes…” etc.) is not knowing how to handle it. In my new book: Power Phone Scripts: 500 Word-For-Word Questions, Phrases, and Conversations to Open and Close More Sales, I teach you exactly what […]
Best Motivational Book Recommendation
Thanksgiving is in two days, and the holidays are right around the corner. As we work to close the year strong, many of us begin thinking about our goals for 2018. And, more importantly, we begin thinking about what we can do differently next year to achieve them. I want to share with you one […]
5 Quick Secrets to Compelling Emails
Want to get your emails returned? Who doesn’t… Many of us would settle for just getting our emails read! Let’s face it: prospects get hundreds of emails per week and there is a slim chance they are going to read – let alone respond to – an email from a sales rep. Luckily, there are […]
“Can You Email That to Me?”
What’s the number one blow off prospects use these days? “Can you email that to me?” If you think about it, that’s the perfect stall. They aren’t saying no, and it implies that you will need to talk to them later… Unfortunately, later becomes never as chasing down busy professionals – especially people who now […]